Door In The Face Technique Experiment

Cialdini and colleagues conducted an experiment in which they asked participants to volunteer as.

Door in the face technique experiment. 28 4 2009 abstract door in the face technique is a persuasion method in which a requester first asked an extreme request which was refused and then a smaller request. The respondent is then more likely to agree to a second more reasonable request than if that same request is made in isolation. This phenomenon works best in social settings if it has something to do with helping. The door in the face technique was discovered and named by robert cialdini and colleagues in 1975.

An explanation of the door in the face technique with examples experiment conducted. The aim of this study is to investigate whether the ditf technique could also be used to increase sales in a retailing context. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down much like a metaphorical slamming of a door in the persuader s face. This is more commonly known as the door in the face technique.

Our experiment was conducted to test the effectiveness of door in the face technique for inducing compliance with different strategies when giving requests. Factors responsible for success. A professor at arizona state university caldini has led decades of research into persuasion. Reciprocal concessions procedure for inducing compliance.

The foundations for their study started by looking at the foot in the door technique which describes a situation where a small favour is asked first and after complied with a larger favour is asked of the helper. The door in the face ditf approach a sequential compliance technique in which a large request is followed by a more moderate request has been shown to increase compliance in a variety of non business situations. In 1975 an experiment was conducted by cialdini and his colleagues to study this phenomenon. This technique achieves compliance as refusing a large request increases the likelihood of agreeing to a second smaller request.

The door in the face technique was tested in a 1975 study conducted by robert cialdini. The psychology of persuasion. He is best known for his 1984 book influence. The door in the face ditf technique is a compliance method commonly studied in social psychology.

It was found that the number of customers who ordered coffee tea was significantly higher in the no delay condition. Door in the face. Journal oj personality and social psychology 1975 vol. Robert cialdini and his colleagues conducted a study in 1975 investigating the compliance tactic called rejection then moderation.

This later proposition was addressed immediately after the refusal of the dessert or 3 min later. Three experiments were conducted to test the effectiveness of a rejection then moderation procedure for inducing compliance with a request for a favor. We tested the door in the face technique in a restaurant. Lewis jose catalan diane wheeler and betty lee darby arizona state university.