It has been found the door-in-the face technique produces high levels of compliance only when the same person makes the request, and the requests are similar in nature. This technique works due to the principle of reciprocity (Cialdini et al., 1975).
How does the door-in-the-face technique of persuasion work quizlet?
states that by asking something easy, than moving to something harder you will receive a “yes” for both.
Why is the foot-in-the-door technique so effective quizlet?
The foot-in-the-door technique works because: of the effectiveness of the norm of reciprocity. an incentive, discount, or bonus is always offered.
How does the door-in-the-face technique increase compliance?
The door-in-the-face technique is a compliance method commonly studied in social psychology. 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.
Is foot-in-the-door or door-in-the-face more effective?
Foot-in-the-door technique proved to be slightly more effective compared to Door-in-the-face technique. However, both techniques exhibited increased effectiveness from control as expected (see table 1 and 2).
Which of the following are reasons that the foot in the door technique works?
According to this explanation the foot-in-the-door is effective because: “compliance with a small request causes the subject to infer that he has a positive attitude toward cooperating with good causes, in turn, this positive attitude leads to compliance with the larger request” (Pliner, et al., 1974, p. 18).
Who created the door in the face technique?
The door-in-the-face technique was discovered and named by Robert Cialdini and colleagues in 1975. Cialdini and colleagues conducted an experiment in which they asked participants to volunteer as counselors to juvenile delinquents for 2 hours per week for a period of 2 years. This served as a large request.
What is the foot in the door technique quizlet?
Foot in the Door Technique. the tendency for people who have already agreed to a small request to subsequently agree to a larger request.
Why have a door in the face?
The Door in the Face Technique
The door-in-the-face technique is a compliance method whereby the persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down.
What do the door-in-the-face technique and the foot-in-the-door technique have in common?
In the foot-in-the-door (FITD) technique smaller requests are asked in order to gain compliance with larger requests, while door-in-the-face (DITF) works in the opposite direction, where larger requests are asked, with the expectation that it will be rejected, in order to gain compliance for smaller requests.
How is the door-in-the-face technique related to the concept of reciprocity?
Door-in-the-Face Technique Definition
The rule of reciprocity states that if someone does something for us, we feel obligated to do something for him or her in return. If a friend sends us a holiday card, we feel obligated to send them a holiday card in return.
What is the meaning of foot in the door?
Definition of get one’s foot in the door
: to make the first step toward a goal by gaining entry into an organization, a career, etc. He took a job as a secretary to get his foot in the door.
Is the door-in-the-face technique ethical?
Negotiators who had detected opponents’ use of DITF made higher offers and obtained better outcomes in a subsequent negotiation. These findings indicate that negotiators who benefitted from DITF considered its use ethical, while those who suffered because of its use by others found it unethical.
What is the foot-in-the-door technique example?
The foot-in-the-door technique is when a small request is initially made in order to get a person to later agree to a bigger request. An example of this is when a friend asks to borrow a small amount of money, then later asks to borrow a larger amount.
How could you use the foot-in-the-door technique as part of an interview?
The foot-in-the-door technique (or FITD) is a strategy used to persuade people to agree to a particular action, based on the idea that if a respondent will comply with an small initial request then they will be more likely to agree to a later, more significant, request, which they would not have agreed to had they been …
Is the foot-in-the-door phenomenon?
The phenomenon is the tendancy for people to comply with some large request after first agreeing to a small request.
What is a door face?
Definition of door face
1 or less commonly door facing : doorcase. 2 : a papier-mâché mask for masqueraders.
Which of the following is an example of foot in the door phenomenon quizlet?
Dank is avoiding the foot in the door phenomenon. This is an example of foot in the door phenomenon. When Dink first goes to Harvard, she is just going to begin displaying her role as a college student. At first her role will feel artificial but eventually she will acclimate to her role and feel like she belongs.
How is foot-in-the-door technique and low ball technique similar?
Like the foot-in-the-door and door-in-the-face techniques, low-balling is a sequential-request method. Users of sequential requests make two or more similar requests. However, they change the terms of each request, expecting their subject to agree to the final question.
Can you get the door meaning?
: to open the door If you’ll get the door for me, I’ll carry that box inside.
What does one foot out the door mean?
“One foot out the door” means someone who is half in and half out – on the way to leaving entirely.
What is under the nose?
if something, especially a bad thing, happens under your nose, it happens in your presence or very near to you, and you do not or cannot do anything to stop it.
What is the that’s not all technique?
The that’s-not-all (TNA) compliance-gaining technique offers a product at an initial price and then improves the deal by either lowering the price or adding an extra product before the target responds to the final and adjusted offer.
What is the lowball technique?
Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. Studies have shown that this approach is more successful than when the less favorable request is made directly.
What is foot in the door and door-in-the-face?
The foot-in-the-door procedure increases compliance for a desired target request by making an easier first request. In the door-in-the-face procedure, compliance is increased by first making an extremely hard request and following this with a target request, the one actually desired.