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

@article{Mowen1980OnIT,
  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},
  year={1980},
  volume={17},
  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. 

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