The Door-in-the-Face Technique as a Compliance Strategy
How the door-in-the-face technique is used to persuade people to comply with requests.
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References
- Cialdini, R.B., Vincent, J.E., Lewis, S.K., Catalan, J., Wheeler, D. and Darby, B.L. (1975). Reciprocal Concessions Procedure for Inducing Compliance: The Door-in-the-Face Technique. Journal of Personality and Social Psychology. 31(2). 206-215.
- O'Keefe, D.J. and Figgé, M. (1999). Guild and expected guilt in the door-in-the-face technique. Communications Monographs. 66(4). 312-324.
- Pendleton, M.G. and Batson, C.D. (1979). Self-Presentation and the Door-in-the-Face Technique for Inducing Compliance. Personality and Social Psychology Bulletin. 5(1). 79-81.
- Chartrand, T., Pinckert, S. and Burger, J.M. (1999). When Manipulation Backfires: The Effects of Time Delay and Requester on the Foot-in-the-Door Technique. Journal of Applied Social Psychology. 29(1). 211-221.
- Millar, M.G. (2000). The Effectiveness of the Door-in-the-Face Compliance Strategy on Friends and Strangers. Journal of Social Psychology. 142(3). 295-304.
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