Door-in-the-face technique

Definition

The door-in-the-face technique is a persuasive strategy where a person starts by making a large request that is expected to be refused, followed by a smaller, more reasonable request. This approach plays on the principles of reciprocity and compliance, as the individual feels compelled to agree to the second request after having rejected the first one.

5 Must Know Facts For Your Next Test

1. This technique is effective because it leverages the concept of concession, where the requester seems to compromise by moving to a smaller request after the initial large one.
2. Research shows that individuals are more likely to comply with the smaller request after initially refusing the larger one due to feelings of guilt or social obligation.
3. The door-in-the-face technique is commonly used in fundraising and sales strategies, demonstrating its practical application in various fields.
4. This method works best when the requests are related and when the initial large request is reasonable enough that it can be considered plausible.
5. The technique highlights the importance of context and the relationship between the requester and the individual being asked, as trust can significantly affect compliance rates.

Review Questions

• How does the door-in-the-face technique utilize principles of social psychology to enhance compliance?
  • The door-in-the-face technique enhances compliance by utilizing principles like reciprocity and concession. When an individual first makes a large request and it is turned down, the subsequent smaller request feels like a compromise. This creates a sense of obligation in the person being asked, leading them to feel more inclined to agree to the second request as a way of reciprocating the perceived concession.
• Evaluate the effectiveness of the door-in-the-face technique compared to other persuasion strategies, such as foot-in-the-door.
  • The door-in-the-face technique tends to be more effective than strategies like foot-in-the-door under certain conditions, particularly when the initial request is seen as excessive yet related. While foot-in-the-door works by gradually building up requests, door-in-the-face makes an impact through stark contrast, making the second request appear more reasonable. Each method has its advantages depending on situational context, but understanding their effectiveness can guide how they are employed in various scenarios.
• Synthesize how cultural differences might influence the effectiveness of the door-in-the-face technique in different societies.
  • Cultural differences can significantly impact how the door-in-the-face technique is perceived and its overall effectiveness. In collectivist cultures where harmony and group cohesion are prioritized, individuals may feel a stronger obligation to comply after rejecting an initial request due to social norms surrounding reciprocity and group relationships. Conversely, in individualistic cultures, people may focus more on personal preferences and may resist compliance even after experiencing the technique. Understanding these cultural nuances is essential for effectively applying this persuasion strategy in diverse settings.

Related terms

Reciprocity Norm: The social rule that suggests individuals should repay others for what they have received from them, often used in persuasive contexts.

Compliance:

The act of conforming to a request or demand, often influenced by social pressures or persuasive tactics.

Foot-in-the-Door Technique: A persuasion strategy that involves making a small request to gain eventual compliance with a larger request.