Door-in-the-Face

Is it Really Necessary That Both Requests Be Made by the Same Requester

Bibliographic Data

ID13664165
AuthorsLohyd Terrier (0000-0003-1678-5239, Ecole Hôtelière de Lausanne, Switzerland, corresponding author), Bénédicte Marfaing (Laboratoire de Psychologie, Université de Fribourg, Switzerland), Marc‐Olivier Boldi, Marc-Olivier Boldi (0000-0002-1527-9652, Ecole Hôtelière de Lausanne, Switzerland)
Year2013
Volume113
Issue2
Pages675-682
Publication date2013-10-01
Peer ReviewedYes
Open AccessYes
TypeARTICLE
VenuePsychological Reports (JOURNAL)
Journal identifiersISSN: 0033-2941 • E-ISSN: 1558-691X
PublisherSAGE Publishing (PUBLISHER • US)
DOI10.2466/17.07.pr0.113x25z7
PMID24597457
OpenAlexW2128053560
LanguageEN
Citations received2
References cited22

The door-in-the-face technique increases the likelihood of individuals accepting a target request by confronting them, beforehand, with an extreme request. The present research tests a new door-in-the-face technique in which the two requests are formulated by two different requesters during the same interaction. 160 participants were asked to help a charity organization following a door-in-the-face procedure. According to the experimental conditions, requests were formulated by one or two requesters during the same or a different interaction. As predicted, the door-in-the-face effect was observed even if two requests are formulated by two requesters, but only if both are present during the interaction. Results are discussed in terms of a reciprocal concessions interpretation and a motivational interpretation

Face (sociological concept · Face-to-face · Internet privacy · Interpretation (philosophy · Reciprocal · Sociology · Computer Science · Deception detection and forensic psychology · Emotions and Moral Behavior · Psychology · Psychology of Social Influence · Social Psychology

Tools

Open DOISci-Hub