Negative affect related to door‐in‐the‐face strategy

Abstract

A full 46 years after the first study of the door‐in‐the‐face strategy (DITF), there is still a debate about the processes behind its effect. One relatively unexplored interpretation is the presence of negative affect related to large request refusal. We explored negative affect after large request refusal both explicitly (Experiment 1) and implicitly (Experiments 1 and 2). Participants were in a negative state after large request refusal (Experiment 1), and target request acceptance was a function of their emotional state (Experiment 2). Negative affect appears to play a role in acceptance of the target request in the door‐in‐the‐face strategy. However, this pattern of results was only observed when affect was measured implicitly. The findings shed new light on the DIFT, by taking into account the complexity of the interaction with emotion. The reasons why negative affect occurs after large request refusal are discussed.