Robert-Vincent Joule

Robert-Vincent Joule
Aix-Marseille Université | AMU · Département de Psychologie Sociale et du Travail

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39
Publications
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680
Citations

Publications

Publications (39)
Article
Full-text available
L’acquiescement répété (AR) est une nouvelle technique de soumission librement consentie suggérée par Cialdini et Sagarin (2005). L’AR consiste à amener le participant à répondre « oui » à plusieurs questions successives, avant de lui soumettre une requête cible. Notre objectif consistait à préciser les conditions d’émergence de l’AR et à comparer...
Article
The number of websites containing persuasive serious games and advergames has increased over the past several years, but their immediate and delayed effects on behavior are still not well understood. The present field experiment (n D 388, varied socio-professional groups) demonstrates that interactivity linked to this type of website provokes posit...
Article
Full-text available
Sous l'impulsion, notamment, de l'essor de l'économie expérimentale, la littérature récente a mis en évidence un large éventail de situations dans lesquelles les incitations monétaires échouent à orienter les comportements dans le sens désiré. Ce constat conduit à rechercher des mécanismes institutionnels alternatifs, capables de se substituer aux...
Article
-Many techniques designed to gain compliance to a request are presented in the social psychological literature. However, the lure technique has received little attention from scientists. This technique, also called bait-and-switch, is used to influence people's choices and involves three stages: (1) individuals are led to make a rewarding decision...
Article
Favoring attendance behavior in a voluntary association: an application of the psychology of commitment theory The present study was conducted over six months in an association of social and professional integration. Its aim was to improve the attendance behavior of both young illiterates asking for assistance and volunteer tutors (mentors) belongi...
Article
Full-text available
Eliciting sincere preferences for non-market goods remains a challenge due to hypothetical bias - the so-called gap between hypothetical monetary values and real economic commitments. The gap arises because people either overstate hypothetical values or understate real commitments or a combination of both. Herein we examine whether the traditional...
Article
The “evoking freedom” technique is a verbal compliance procedure that solicits someone to comply with a request by simply telling them they are free to accept or to refuse the request. The measure of the efficiency of this technique on compliance with large samples and the evaluation of its influence on various requests was tested in the first set...
Book
Nous expliquons dans une première partie comment opèrent les processus de réception et d'influence des messages de santé publique destinés à faire changer des cognitions (des pensés), des affects et des intentions d'action. Ce type de communication repose sur le principe selon lequel de tels changements devraient être suivis de changement comportem...
Chapter
How can people be induced to willingly change their behavior? The present article has two main objectives. Its first objective is to introduce a theory stemming from social psychology of action and social change, namely, the theory of commitment. The second objective is to introduce and describe the binding communication approach that can be situat...
Article
Full-text available
Compliance-without-pressure techniques have been widely studied in North America and West Europe. Among these techniques, the “but you are free” (BYAF) is a verbal compliance procedure that solicits someone to comply with a request by simply telling a person that he or she is free to accept or refuse the request. This technique is interpreted with...
Article
Full-text available
The binding communication approach is situated at the intersection of research on persuasive communication and commitment. Binding communication refers to the combination of a preparatory act involving commitment and a persuasive message. Two studies showed that differences in attitudes toward recycling (Study 1) or swimming (Study 2) are more like...
Article
Full-text available
L'objectif de cet article est de montrer que le rapprochement entre les travaux sur l'engagement comportemental, d'une part, et les travaux sur la persuasion, d'autre part, est susceptible de déboucher sur un nouveau champ d'étude, sinon sur un nouveau paradigme : la communication engageante. Le principe de la communication engageante consiste à fa...
Article
Full-text available
The door-in-the-face technique (Cialdini, Vincent, Lewis, Catalan, Wheeler & Darby, 1975) increases the likelihood that subjects will comply with a target request after they have been submitted first to a request too costly to for agreement. This study tests the effects of the requester's acceptance versus non-acceptance of the refusal of the extre...
Article
Full-text available
Hypothetical bias is a long-standing issue in stated preference and contingent valuation studies – people generally overstate their preferences when they do not experience the real monetary consequences of their decision. This view, however, has been challenged by recent evidence based on the elicitation of induced values (IV) in the lab and homegr...
Article
Full-text available
This project aimed at reducing the rate of refusals of cornea donations by the families of deceased persons when the requests are made by phone by the coordinators of transplants of a French university hospital. The approach comprised several steps: 1/ reaching a consensus with the coordinators of transplants to create a “standard practice” for tel...
Article
In this paper, we propose a behavioural approach to determine the extent to which the consumer/citizen distinction affects interpretations of monetary values. We perform a field experiment dealing with air pollution, where some (randomly selected) subjects are given the opportunity to behave politically by signing a petition for environmental prote...
Preprint
Full-text available
Do French Students really bid sincerely in real and hypothetical incentive compatible auctions? Recent evidence suggests they do, which goes counter to most observed bidding behavior in the United States, and supports the idea that cultural differences may explain bidding behavior more than economic circumstances. Herein we run a robustness check b...
Article
Full-text available
This paper considers whether earned wealth affects bidding behavior in an induced-value second-price auction. We find people bid more sincerely in the auction with earned wealth given monetary incentives; earned wealth did not induce sincere bidding in hypothetical auctions.
Article
Full-text available
The purpose of this article is to illustrate the way in which the binding communication paradigm (Joule, Girandola, Bernard, in press) can serve to promote environmentally-friendly values and behavior. This paradigm stands at the crossroad of research conducted in both the fields of communication and of commitment. We will be describing 4 recent st...
Article
How can people be induced to willingly change their behavior? The present article has three main objectives. Its first purpose is to review some of the procedures pertaining to the ‘free will’ compliance paradigm. These procedures increase the likelihood that others will freely comply to one's requests (low-ball, teasing, foot-in-the door, touch, a...
Article
The present experiment was aimed at comparing the efficiency of the foot-in-the-door technique (Freedman and Fraser, 1966) to that of the low-ball technique (Cialdini Bassett, Cacioppo and Miller, 1978). Subjects were requested to abstain from smoking for 18 hours. The results demonstrated the superiority of the low-ball technique. An original meth...
Article
This paper relies upon a synthesis about empirical research applied to interest and public concern communication issues. It therefore deals with a double enlarged disciplinary vision of information and communication sciences supported by experimental methodology, on the one hand, and by social psychology and « involving communication » known as the...
Article
An experiment was conducted within a new paradigm for Festinger's theory of dissonance (1957): the double forced compliance paradigm (Joule, 1986a). Double compliance was used to test dissonance reduction following the execution of not just one, as in the classical paradigm, but two forced compliance behaviours. The first behaviour involved abstine...
Article
The aim of this article is to highlight, 25 years on, the innovations of Festinger's theory of dissonance as regards its conception of cognitive functioning. Analysis of the dissonance ratio, on the basis of which Festinger evaluated the total amount of dissonance D/(D + C) gives rise to three propositions: (1) The total amount of dissonance is eva...

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