Door In The Face Technique Psychology Example

The foot in the door technique is a very commonly used theory of compliance and persuasion in social psychology.

Door in the face technique psychology example. Door in the face is an influencing technique that involves an initial outrageous offer that is designed to fail followed by a more reasonable request. The door in the face technique is a compliance method whereby the persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down. This technique is used very commonly not only by salesmen and marketing professionals but examples are rife of such instances being used in everyday life as well like the example provided above. Will you donate 100 to our cause.

Door in the face is an analogy to a customer slamming a door in the face of a traveling salesperson after a unreasonable offer. The theory is that the initial rejection puts the other side in the mood to be more agreeable. Techniques general persuasion sequential requests door in the face ditf description example discussion see also. The door in the face technique is a compliance method commonly studied in social psychology.

In one of the first scientific demonstrations of the door in the face technique robert b. The ditf technique can be contrasted with the foot in the door technique. The technique is referred to as ditf because it actually does involve a proverbial slamming of the door on someone s face request. This technique achieves compliance as refusing a large request increases the likelihood of agreeing to a second smaller request.

In flea markets for example where prices are often negotiable a man might ask an antique seller the price of a clock. An explanation of the foot in the door technique with examples. First make a request of the other person that is excessive and to which they will most naturally refuse. The other person will then be more likely to accept.

Look disappointed but then make a request that is more reasonable. Cialdini and his colleagues had a researcher approach students on campus and ask them to spend a day chaperoning juvenile delinquents on a trip to the zoo. The respondent is then more likely to agree to a second more reasonable request than if that same request is made in isolation. The clock is priced at 500 the seller tells the man.