En psychologie sociale la porte dans la face ou encore porte au nez est une variante inverse de la technique de manipulation du pied dans la porte. Cialdini (1975) asked pps if they would escort a group of young criminals to the zoo; most refused (control group). It has been found the door-in-the face technique produces high levels of compliance only when the same person makes the request, and the requests are similar in nature. Cialdini, Cacioppo, Bassett, and Miller asked students to to volunteer to council juvenile delinquents for two hours a week for two years. The Door-in-the-face technique is a ‘sequential request’ and is also known as ‘rejection-then-retreat’.
See some examples of door-in-the-face technique and test your knowledge with a quiz. 4.2 Reciprocity: Foot in the door, Door in the face, Low-balling, Hazing. Cialdini et al (1975) studied the effectiveness of the DITF technique by pretending to be representatives of the County Youth Counselling Programme and asking college students if they were willing to chaperone a group of juvenile delinquents on a day trip to the zoo (a large, unfeasible request for college kids). There are five main compliance techniques: Hazing Foot in the Door Door in.
Many of these studies validated the claim by Cialdini et al. that the strategy works well to achieve verbal compliance to a request, Feeley says, but Cialdini also claimed a level of behavioral compliance as high as 26 percent. The door-in-the-face is an influence technique based on the following idea: If you want to make a request of someone but you re worried that they might say no, get them to say no to a larger request first. Door-in-the-face technique and monetary solicitation: An evaluation in a field setting on ResearchGate, the professional network for scientists.
Famous ‘door-in-the-face’ Persuasion Strategy Results In Verbal, But Not Behavioral Compliance, Study Finds
One sequential request is the door-in-the-face (DITF, Cialdini et al., 1975). With the DITF two requests are made: an initial request that is so large no one is likely to comply with the request and, a second more moderate request that is the target request.