Psychology definition for Door-in-the-Face Technique in normal everyday language, edited by psychologists, professors and leading students. Help us get better. Have you ever said no to a large demand, only to subsequently agree to a smaller demand? If so, you may have been victim of door-in-the-face technique. 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.
This technique is considered by professional solicitors and fundraisers to be more effective at getting people to agree to a small request than asking outright for the small request. Our findings suggest the Door-in-the Face technique is a riskier strategy than simply making an outright request, says Erin Burgoon, a University of Texas at Austin psychology researcher and co-author of the study. With the door-in-the-face technique, the opposite of foot-in-the-door, you first make a large request that you know will be refused and then follow it with a more moderate request. FULL RECORD DISPLAY. Unique Identifier: 1975-11600-001; Title: Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique.
The Door in the Face Technique is the exact opposite of the Foot in the Door technique. In the Door in the Face technique, instead of asking something small at first, you ask something big. J Psychol. 2014 Sep-Oct;148(5):569-76. Door-in-the-face technique and delay to fulfill the final request: an evaluation with a request to give blood. Guguen N. Abstract. Cialdini has proposed a reciprocal concessions explanation of the door-in-the-face technique for inducing compliance. We wish to propose an alternative explanation, that this technique increases compliance because it induces concern about self-presentation.
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Modelled on earlier foot-in-the-door technique, with the idea of having the door slammed in one’s face when the original request is refused. Cialdini, R.B., Vincent, J.E., Lewis, S.K., Catalan,J., Wheeler, D., & Darby, B.L., Reciprocal Concessions Procedure for Inducing Compliance: The door-in the face Technique. Buzzle will go into the depths of a very interesting phenomenon in social psychology called the door-in-the-face technique and provide examples of the same. These two effects are based on people’s responses to a pair of sequential requests (such as requests that they donate to charity). In the DitF procedure, the first request is large, sometimes outrageously so, and the second request is smaller and more moderate. The Door In the Face technique is simple. You ask someone to do something big (going for a hotdog and a walk) that you know they will refuse. If a friend sends us a holiday card, we feel obligated to send them a holiday card in return. To see how the door-in-the-face technique uses the rule of reciprocity, imagine that a friend asks to borrow 100, but we say no.
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Modelled on earlier foot-in-the-door technique, with the idea of having the door slammed in one’s face when the original request is refused. English Wiktionary. A technique for eliciting compliance by making a very large initial request, which the recipient is sure to turn down, followed by a smaller request. The door-in-the-face technique, first formally investigated and confirmed by Cialdini, Vincent, Lewis, Catalan, Wheeler and Darby (1975), has received particular attention.