Door In The Face Technique Quizlet

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. Choose from 150 different sets of term door in the face technique door in the face technique flashcards on quizlet. 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.

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The technique is referred to as ditf because it actually does involve a proverbial slamming of the door on someone s face request.

Door in the face technique quizlet. Briefly explain what the door in the face technique is it is a compliance technique whereby a large and seemingly illogical request is made followed by a smaller and more reasonable request. 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 intended request is subsequently made. So the next time someone makes a large request only to follow it with a smaller request watch.

The door in the face technique described in your text begins with getting a target person to say to a large request and then asking a second request. In one of the first scientific demonstrations of the door in the face technique robert b. The door in the face technique in which the requester asks a large request and then retreats to the smaller desired favor is based on the norm of reciprocity. Start studying foot in the door door in the face technique.

Learn vocabulary terms and more with flashcards games and other study tools. Learn term door in the face technique door in the face technique with free interactive flashcards. This method of persuasion is sometimes used in sales negotiations. It involves making an initial unreasonable request that the respondent is likely to refuse outright.

What are the essential factors for the door in the face technique to be successful. For example a car salesman may offer to. The respondent is then more likely to agree to a second more reasonable request than if that same request is made in isolation. The door in the face technique is commonly used to get people to donate their money time or effort.

The door in the face ditf technique is a compliance method commonly studied in social psychology. The door in the face technique is another sequential request method but operates in reverse. Door in the face technique experiment students were approached on the arizona state university campus by members of cialdini s research team posing as representatives of the county youth counseling program and asked if they would be willing to chaperone a group of juvenile delinquents on a day trip to the zoo.