Amener les personnes à réaliser spontanément un comportement, tel est l’objectif des techniques de soumission sans pression. Depuis les années 60, elles ont prouvé leur efficacité. La popularisation des communications médiatisées par ordinateur (CMO) amène à nous demander si les processus d’influence restent efficaces et sous quelles conditions. Parmi les CMO existantes, nous souhaitons privilégier le terrain d’étude offert par les Massively Multiplayer Online Game parce que les interactions interindividuelles sont nombreuses et parce qu’il est nécessaire de créer un avatar pour y accéder. En accord avec certains travaux, nous pensons que l’apparence de l’avatar est un facteur qui influence significativement les comportements des individus. Nos objectifs sont de répliquer les effets de techniques de soumission sans pression et de spécifier les critères à prendre en compte pour obtenir le comportement souhaité. Une série de quatre études testant des techniques de soumission sans pression (pied-dans-la-porte, foot-in-the-face, porte-au-nez, mais vous êtes libre de…) est mise en place. Pris ensemble, les résultats de ces recherches ne sont pas seulement interprétables au regard des théories utilisées lors d’étude dans la vie réelle. Toutefois, nos résultats amènent de nouvelles perspectives théoriques et méthodologiques en matière d’induction de changements comportementaux lors de CMO. / The aim of compliance without pressure techniques is to get people to spontaneously adopt a behavior. Since the 1960s, they have shown their efficiency. The popularization of computer-mediated communications (CMC) raises the question of whether the influence processes remain effective and on what conditions. Among the existing CMCs, we wish to use the study field provided by the Massively Multiplayer Online Game because the interindividual interactions are numerous and it is necessary to create an avatar to access them. In agreement with some research, we think that the avatar appearance is a variable that significantly influences the individual’s behavior. Our objectives are to replicate the effects of compliance techniques and to specify the criteria to be considered in order to achieve the target behavior. A series of four studies, testing techniques of compliance without pressure (foot-in-the-door, foot-in-the-face, door-in-the-face, but you are free to…) are put in place. Results cannot be explained to the full extend by the common theories used in real life studies, however, they present new theoretical and methodological perspectives in terms of behavior changes induction in CMC.

The objectives of the research were: (1) to conceptualise work-family conflict, stress, work engagement and personality from a theoretical perspective, exploring definitions, theoretical models and dimensions; (2) to investigate the relationship between work-family conflict, stress and work engagement; and (3) determine whether the Big Five personality traits influence how working women manage work-family conflict, stress and work engagement. A non-probability sample (n = 450) of working women aged 25 and older with children between 18 years and younger participated in the study. The findings of the study and the practical implications provide useful information about how working women with different personalities manage work-family conflict and stress, and how they can be engaged at work. / Industrial and Organisational Psychology / M. Com. (Industrial and Organisational Psychology)