paper 1- Door in face

paper 1- Door in face - Door-in-the-Face Compliance...

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Door-in-the-Face Compliance Technique 1 Influence of Door-in-the-Face Compliance Technique in Business and Charity Contexts Julian M. Chalek Tufts University
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Door-in-the-Face Compliance Technique 2 This research study investigates the hypotheses that the door-in-the-face (face) compliance technique is effective in inducing compliance in both business and charity contexts, that subjects will be more likely to comply in a charity context, and that the face technique will be more effective in inducing compliance in the charity context than in the business context. Subjects are approached in the street on a convenience basis. Researchers posing as either students (charity) or businessmen (business) try to convince subjects to take a survey by either using the face technique, or asking with a direct request. Results demonstrate that subjects are more likely to take a survey in the charity context compared to the business context, yet all other results are inconclusive.
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Door-in-the-Face Compliance Technique 3 Compliance techniques can greatly increase the likelihood for a desired result to occur in solicitation contexts. The “Door-in-the-Face” (face) compliance technique begins with the “requester” asking for a favor so large that almost all people refuse. (Hence, the reference of a door being slammed in the face.) When the person refuses, the requester counters by asking for a smaller favor, the favor actually desired from the beginning. This is a replication of a study done on the “door-in-the-face” technique in a business context by Mowen and Cialdini (1980), with a few changes. In the 1980 study, researchers posing as representative of a business approached college students either using the face technique or asking for a favor without any compliance technique. The researchers found the face technique to be effective in inducing compliance in a business context. In other research on the face technique in business context, results suggested that the face technique was not effective. The face technique has shown to be ineffective in a research study, when experimenters tried to convince female public aid recipients to enroll in a prepaid health program. (Tybout, 1978) The face technique was also found to be ineffective in convincing Ss. to complete a marketing research survey. (Reingen and Kernan, 1979) In the current study, researchers use the cover story of a businessman collecting research data for an insurance company (business context), or the cover story of a college student collecting data for a class project (charity context). Half of the Ss. were solicited using the face technique, while the other half were solicited using no compliance technique. Researchers then compared responses when using the face technique or no
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Door-in-the-Face Compliance Technique 4 technique in both the business and charity contexts. Gender differences in compliance were also recorded and compared. Consumer suspicion of a sales person is affected by the way the sales person
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This note was uploaded on 04/18/2008 for the course PSYCH 32 taught by Professor Urry during the Summer '08 term at Tufts.

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paper 1- Door in face - Door-in-the-Face Compliance...

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