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Percept Mot Skills. 2006 Dec;103(3):974-8.

Door-in-the-face technique and monetary solicitation: an evaluation in a field setting.

Author information

1
Université de Bordeaux 2, Equipe Psychologie Sociale des Insertions, 3, ter Place de la Victoire, 33076 Bordeaux cedex, France. alexandre.pascual@libertysurf.fr

Abstract

To test the door-in-the-face technique for a private solicitation, 53 men and 37 women in several bars were engaged. In one condition, a female confederate asked the subject to buy her drink because her boyfriend had left without paying the bill. After the subject refused, the confederate requested only 2 or 3 coins. In the control condition, the latter request was the only one. Analysis showed a dramatic increase in compliance for the door-in-the-face condition. A positive effect of the door-in-the-face technique was also observed for the average amount of the donation. The accentuation of the solicitor's dependency in the door-in-the-face condition seemed relevant for explanation.

PMID:
17326529
DOI:
10.2466/pms.103.3.974-978
[Indexed for MEDLINE]

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