The door-in-the-face technique is a compliance method studied in social psychology in which a persuader first makes a large request that the other person will most likely refuse, much like a door being slammed in the persuader's face, before following it with a second, more reasonable request that the person is then more likely to accept than if it had been made on its own. It stands in contrast to the foot-in-the-door technique, which begins with a small request and gradually increases the size of each subsequent one, though both techniques raise the odds that a person will agree to the second request; the door-in-the-face technique was tested experimentally in a 1975 study by the psychologist Robert Cialdini.
Facts
Core ClaimA large request likely to be refused is followed by a smaller request, which is then more likely to be accepted. 1 First Described Year Classification
Type of PhenomenonSocial or Interpersonal Phenomenon 1 Connections
In Branch
Source Door-in-the-Face Technique - Wikipedia
Sources
1. Door-in-the-Face Technique - Wikipedia
Overview
The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader's face.
Classic experiment (year)
The door-in-the-face technique was tested in a 1975 study conducted by Robert Cialdini.
lead section, phenomenon-kind classification
The door-in-the-face technique is a compliance method commonly studied in social psychology.
In Branch: Social Psychology, Lead
The door-in-the-face technique is a compliance method commonly studied in social psychology.
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