Door-in-the-face technique

The door-in-the-face technique is a compliance method commonly studied in social psychology.[1][2] 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 respondent's face. The respondent is then more likely to agree to a second, more reasonable request, than if that same request is made in isolation.[1][2] The DITF technique can be contrasted with the foot-in-the-door (FITD) technique, in which a persuader begins with a small request and gradually increases the demands of each request.[2][3] Both the FITD and DITF techniques increase the likelihood a respondent will agree to the second request.[2][3] The door-in-the-face technique was tested in a 1975 study conducted by Robert Cialdini. He is best known for his 1984 book, Influence: The Psychology of Persuasion.[4]

  1. ^ a b Cialdini, R.B.; Vincent, J.E.; Lewis, S.K.; Catalan, J.; Wheeler, D.; Darby, B. L. (1975). "Reciprocal concessions procedure for inducing compliance: the door-in-the-face technique". Journal of Personality and Social Psychology. 31 (2): 206–215. doi:10.1037/h0076284. S2CID 33378158.
  2. ^ a b c d Perloff, R. M. (2010). The dynamics of persuasion: Communication and attitudes in the 21st century (4th ed.). New York: Routledge. ISBN 9780415805681.
  3. ^ a b Pascual, A.; Guéguen, N. (2005). "Foot-in-the-door and door-in-the-face: A comparative meta-analytic study". Psychological Reports. 96 (1): 122–128. doi:10.2466/PR0.96.1.122-128. PMID 15825914. S2CID 19701668.
  4. ^ Waude, Adam (2017-02-06). "The Door-in-the-Face Technique: Persuading People To Agree To Requests". www.psychologistworld.com. Retrieved 2024-05-13.