Door-in-the-Face Technique and Monetary Solicitation: An Evaluation in a Field Setting

Author:

Pascual Alexandre1,Gueguen Nicolas2

Affiliation:

1. Université de Bordeaux 2

2. Université de Bretagne–Sud

Abstract

To test the door-in-the-face technique for a private solicitation, 53 men and 37 women in several bars were engaged. In one condition, a female confederate asked the subject to buy her drink because her boyfriend had left without paying the bill. After the subject refused, the confederate requested only 2 or 3 coins. In the control condition, the latter request was the only one. Analysis showed a dramatic increase in compliance for the door-in-the-face condition. A positive effect of the door-in-the-face technique was also observed for the average amount of the donation. The accentuation of the solicitor's dependency in the door-in-the-face condition seemed relevant for explanation.

Publisher

SAGE Publications

Subject

Sensory Systems,Experimental and Cognitive Psychology

Cited by 4 articles. 订阅此论文施引文献 订阅此论文施引文献,注册后可以免费订阅5篇论文的施引文献,订阅后可以查看论文全部施引文献

1. Attitudes;Utilizing Consumer Psychology in Business Strategy;2018

2. Can EU Consumer Law Benefit From Behavioural Insights?;European Perspectives on Behavioural Law and Economics;2015

3. Bibliographie;Psychologie de la manipulation et de la soumission;2014-01-29

4. The Door-in-the-Face Persuasive Message Strategy: A Meta-Analysis of the First 35 Years;Communication Monographs;2012-09

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