Perceptual contrast versus reciprocal concession as mediators of induced compliance

@article{Miller1976PerceptualCV,
  title={Perceptual contrast versus reciprocal concession as mediators of induced compliance},
  author={Richard L. Miller and Clive Seligman and Nathan T. Clark and Malcolm Bush},
  journal={Canadian Journal of Behavioural Science},
  year={1976},
  volume={8},
  pages={401-409}
}
This study examined two explanations for the success of a compliance strategy in which a second moderate-sized request is asked immediately after the refusal of a first largesized request. The reciprocal concessions explanation argues that the change from the first request to the second is viewed as a concession on the part of the requestor that compels the subject to make a concession of his own, i.e., agree to the second request. The perceptual contrast explanation proposes that the first… 

Tables from this paper

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
Encouraging Charitable Contributions
This study tested three models of the door-in-the-face (DITF) compliance strategy—reciprocal concessions, perceptual contrast, and self-presentation. These accounts were tested in a fundraising
The Psychological Reality of the Door-in-the-Face
Door-in-the-face (DITF) is a sequential request technique in which a source first makes a large request. Upon the receiver’s refusal, a smaller (target) request is made. DITF has been found to
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
The Perceptual Contrast Explanation of Sequential Request Strategy Effectiveness
Although previous studies of the foot-in-the-door and the door-in-the-face techniques of interpersonal influence have established the effectiveness of these sequential request strategies,
The Use of Metacommunication in Compliance: Door-in-the-Face and Single-Request Strategies
Abstract Investigation of compliance techniques has generally overlooked a dynamic involving a target's dilemma over directly commenting about the imposition of the requester's behavior. Such
A Guilt-Based Explanation of the Door-in-the-Face Influence Strategy
A new explanation is proposed for the accumulated research findings concerning the door-in-the-face (DITF) influence strategy. The explanation treats successful DITF implementations as based on
The effects of delay upon compliance with socially undesirable requests in the door-in-the-face paradigm
The efficacy of the foot-in-the-door technique for inducing compliance with socially undesirable requests was investigated using a delay procedure. After refusing the first large request,
An examination of self-perception mediation of the foot-in-the-door effect.
In 1966, Freedman and Fraser demonstrated that an individual is more likely to comply with a large request for help if that person has previously agreed to an initial small request—a phenomenon they
Requester's Acceptance and Non-Acceptance of the Refusal of the Initial Request: How to Improve the Door-in-the-Face Effects?.
The door-in-the-face technique (Cialdini, Vincent, Lewis, Catalan, Wheeler & Darby, 1975) increases the likelihood that subjects will comply with a target request after they have been submitted first
...
1
2
3
4
5
...

References

SHOWING 1-5 OF 5 REFERENCES
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
To comply or not comply: testing the self-perception explanation of the "foot-in-the-door" phenomenon.
A field experiment was conducted to test the self-perception explanation of the "foot-in-the-door" phenomenon of increased compliance with a substantial request after prior compliance with a smaller
THE NORM OF RECIPROCITY: A PRELIMINARY STATEMENT *
The manner in which the concept of reciprocity is implicated in functional theory is explored, enabling a reanalysis of the concepts of "survival" and "exploitation." The need to distinguish between