Door In The Face Technique
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An explanation of the door in the face technique with examples experiment conducted.
Door in the face technique. In flea markets for example where prices are often negotiable a man might ask an antique seller the price. The door in the face ditf technique is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down much like a metaphorical slamming of a door in the persuader s face. The door in the face technique as a compliance strategy examples.
Then the persuader presents a smaller and more reasonable request which was the intended request. Door in the face is an influencing technique that involves an initial outrageous offer that is designed to fail followed by a more reasonable request. Jim is going door to door in your neighborhood asking for donations for a local charity. The door in the face technique was discovered and named by robert cialdini and colleagues in 1975.
The theory is that the initial rejection puts the other side in the mood to be more agreeable. Factors responsible for success. The door in the face technique was tested in a 1975 study conducted by robert cialdini. In 1975 an experiment was conducted by cialdini and his colleagues to study this phenomenon.
The door in the face ditf technique is a persuasion method eliciting compliance the persuader approaches an individual with a request that is so demanding or outrageous that it would most likely be refused. Door in the face is an analogy to a customer slamming a door in the face of a traveling salesperson after a unreasonable offer.
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