On Implementing the Door-in-the-Face Compliance Technique in a Business Context

  title={On Implementing the Door-in-the-Face Compliance Technique in a Business Context},
  author={John C. Mowen and Robert B. Cialdini},
  journal={Journal of Marketing Research},
  pages={253 - 258}
Two experiments were conducted to test the generality of the door-in-the-face compliance technique from nonbusiness to business contexts. Results indicate that the compliance-gaining procedure generalizes if a concession is emphasized by making the second request a smaller version of the first request rather than a new request, and if the second request is made large enough to avoid ceiling effects. 

Tables from this paper

Applying the door-in-the-face compliance technique to retailing

The door-in-the-face (DITF) approach, a sequential compliance technique in which a large request is followed by a more moderate request, has been shown to increase compliance in a variety of

Information Availability as a Determinant of Multiple Request Effectiveness

In the authors’ research, the notion of information availability is introduced to help specify when multiple request techniques are likely to be effective.

Is the Door-in-the-Face a Concession?

The Door-in-the-Face (DITF) sequential message strategy was investigated in a three-study analysis of existing experimental findings. The current study predicted there would be a positive

Door-in-the-Face Technique and Monetary Solicitation: An Evaluation in a Field Setting

To test the door-in-the-face technique for a private solicitation, 53 men and 37 women in several bars were engaged and a dramatic increase in compliance was shown for thedoor-in the-face condition.

Increasing compliance by improving the deal: The that's-not-all technique.

Seven experiments were conducted to demonstrate and explain the effectiveness of a compliance procedure dubbed the "that's-not-all" technique. The procedure consists of offering a product at a high

The Hidden Costs of the Door-in-the-Face Tactic in Negotiations

The results showed that negotiators who had dealt with opponents using the Door-in-the-face tactic made larger demands and attained higher outcomes in the subsequent negotiation, and it was also found that feelings of mistreatment by opponents tended to spread over into future negotiations.

Three reasons for doubting the adequacy of the reciprocal‐concessions explanation of door‐in‐the‐face effects

The door-in-the-face (DITF) influence technique (Cialdini et al., 1975) involves making two successive requests of a person. The first is a relatively large request that the person declines; the

The door‐in‐the‐face compliance strategy: An individual differences analysis of two models in an AIDS fundraising context

This study examined the reciprocal concessions and self‐presentation accounts of the door‐in‐the‐face (DITF) compliance strategy within a fundraising context. Subjects were classified as low or high

Improving the Response Rate to a Street Survey: An Evaluation of the “But you are Free to Accept or to Refuse” Technique

The “but you are free to accept or to refuse” technique is a compliance procedure in which someone is approached with a request by simply telling him/her that he/she is free to accept or to refuse



Compliance with an Interview Request: A Foot-in-the-Door, Self-Perception Interpretation

The foot-in-the-door technique, derived from a social-psychological concept which suggests that compliance with a relatively large request is significantly more likely to occur if preceded by

More Evidence on Interpersonal Yielding

The relative effectiveness of the foot-in-the-door and door-in-the-face techniques in inducing subjects to comply with a commercial request for information was assessed in a field experiment.

Reciprocal Concessions Procedure for Inducing Compliance: The Door-in-the-Face Technique

Three experiments were conducted to test the effectiveness of a rejection-thenmoderation procedure for inducing compliance with a request for a favor. All three experiments included a condition in

Effects of initial request size and timing of a second request on compliance: the foot in the door and the door in the face.

A field experiment tested four separate procedures for influencing compliance to the second of two requests, and results in the two delay conditions and the small-request--no delay condition supported a self-perception position in that the induction of one kind of behavior carried over to affect subsequent behavior similarly.

Compliance without pressure: the foot-in-the-door technique.

Significant evidence is produced that greater external pressure generally leads to greater compliance with the wishes of the experimenter, and the one exception appears to be situations involving the arousal of cognitive dissonance.

On Inducing Compliance With Requests

Six behavioral influence strategies of inducing people to comply with a request to donate money were investigated in a field experiment. The findings, replicated with a different subject population,

Increasing compliance by legitimizing paltry contributions: When even a penny helps.

Two experiments were conducted in a door-to-door charity drive context to examine the effectiveness of a technique for solving the dilemma of small requests. The dilemma of small requests is that

The Effects of Trial and Incentives on Repeat Purchase Behavior

Although relatively under-researched, behavioral influence strategies commonly are used by marketers to modify consumer demand. Reported here are the results of a field experiment which tested the

An Experimental Investigation of Attitude Change and Choice of a New Brand

This study investigates the relationships among attitude change, advertising exposure, and choice of a new brand on an individual basis. Results indicate that although attitudes change both before

Relative Effectiveness of Three Behavioral Influence Strategies as Supplements to Persuasion in a Marketing Context

The relative effectiveness of three influence strategies in gaining acceptance of a new service advocated by either a high or low credibility source was determined. Although the influence strategies