Door in the Face Effect

The door-in-the-face (DITF) technique is a persuasion method. Compliance with the request of concern is enhanced by first making an extremely large request that the respondent will obviously turn down. The respondent is then more likely to accede to a second, more reasonable request than if this second request were made without the first, extreme request. There is also a feeling of guilt associated with the DITF technique of sequential requests (Cialdini, 2000). A person is also more likely to agree with the second request because they feel guilty for having rejected the first request. A reference point (or framing) construal can also explain this phenomenon, as the initial bad offer sets a reference point from which the second offer looks like an improvement.

Category:

Education

Tags:

• Kajan
• Door
• in
• the
• Face
• Effect
• Human
• Behavior

[theannaalmero]

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