key term - Door-in-the-Face Technique

Definition

The door-in-the-face technique is a compliance-gaining strategy in which a person makes an unreasonably large initial request, expecting it to be rejected, and then follows up with a more reasonable request. The goal is to increase the likelihood of the second, more modest request being accepted.

5 Must Know Facts For Your Next Test

1. The door-in-the-face technique is based on the principle of reciprocity, where people feel obligated to comply with a smaller request after refusing a larger one.
2. This technique is often used in sales, fundraising, and other persuasive situations to increase the likelihood of getting a person to agree to a request.
3. The initial large request serves to create a contrast, making the second, more reasonable request seem more acceptable in comparison.
4. The door-in-the-face technique is believed to work because it taps into the human desire to avoid feeling guilty or selfish for refusing a request.
5. Research has shown that the door-in-the-face technique can be more effective than other compliance-gaining strategies, such as the foot-in-the-door technique.

Review Questions

• Explain how the door-in-the-face technique works in the context of attitudes and persuasion.
  • The door-in-the-face technique is a compliance-gaining strategy that relies on the principle of reciprocity. By first making an unreasonably large request, which is expected to be refused, the person then follows up with a more reasonable request. The initial large request creates a contrast, making the second, more modest request seem more acceptable in comparison. This technique taps into the human desire to avoid feeling guilty or selfish for refusing a request, thereby increasing the likelihood of the person complying with the second, more reasonable request.
• Analyze how the door-in-the-face technique differs from the foot-in-the-door technique in terms of their underlying psychological mechanisms.
  • The door-in-the-face technique and the foot-in-the-door technique are both compliance-gaining strategies, but they rely on different psychological mechanisms. The foot-in-the-door technique works by getting the person to agree to a small initial request, which then makes them more likely to comply with a larger request later. In contrast, the door-in-the-face technique starts with a large, unreasonable request, which is then followed by a more modest request. The goal is to create a contrast that makes the second request seem more acceptable, tapping into the principle of reciprocity and the desire to avoid feeling guilty or selfish for refusing a request. While both techniques aim to increase compliance, they do so through different psychological processes.
• Evaluate the effectiveness of the door-in-the-face technique compared to other compliance-gaining strategies, and discuss the potential ethical considerations involved in its use.
  • Research has shown that the door-in-the-face technique can be more effective than other compliance-gaining strategies, such as the foot-in-the-door technique. This is because the door-in-the-face technique taps into the principle of reciprocity and the human desire to avoid feeling guilty or selfish for refusing a request. However, the use of this technique raises some ethical considerations. While it can be an effective persuasive tool, it may also be seen as manipulative, as it relies on creating a contrast to make the second request seem more reasonable. There are concerns that the door-in-the-face technique could be used to exploit people's cognitive biases and lead them to agree to requests they may not have otherwise considered. As with any compliance-gaining strategy, it is important to consider the potential ethical implications and ensure that its use is aligned with ethical principles and the well-being of the target audience.

Related terms

Compliance Gaining: The process of getting someone to agree to a request or demand, often through the use of persuasive techniques.

Foot-in-the-Door Technique:

A persuasion technique where a person first agrees to a small request, making them more likely to comply with a larger request later.

Social Exchange Theory:

A theory that suggests people engage in social interactions to maximize their rewards and minimize their costs.