Cialdini asked a group of participants a large initial request. Compliance technique in psychology linkedin slideshare. Attitudes and persuasion introduction to psychology. The doorinthe face technique is a sequential request and is also known as rejectionthen retreat. The basic idea is that the change in attitude need not be toward any particular issue or person or activity, but may be toward activity or compliance in general. Door in the face technique compliance is increased when you begin with a large request and then give in to a smaller request we feel we need to make concessions when the requester made a concession to us. The door in the face is a common compliance technique where you make a large request you know is likely going to be turned down. Cialdini and his colleagues had a researcher approach students on campus and ask them to spend a day chaperoning juvenile delinquents on a trip to the zoo.
This research examines the hidden costs of the use of the doorintheface tactic in dyadic negotiations. The key premise of the book is that in a complex world where people are overloaded with more information than they can deal with, people fall back on. Feb 17, 2017 the door in the face technique is one of the most famous inlfuence techniques. Several advantages to the use of the rejectionthenmoderation procedure for producing compliance are discussed. Cialdini and colleagues concluded that two things must happen in order for the door in the face technique to work. Even now, 30 years later, his persuasive techniques are used by marketers to increase conversions of potential customers, no matter the industry. Door in the face a technique for gaining compliance in which. The door in the face ditf technique is a compliance method commonly studied in social psychology. Past studies have shown that doorintheface tactics can induce compliance from negotiators. On implementing the doorintheface compliance technique in a business context marketing researchers recently have begun to investigate compliancegaining tactics that influence behavior directly tybout 1978, bypassing the cognitive or attitudinal change proposed as necessary in the persuasive approach to behavioral change bass. Pdf reciprocal concessions procedure for inducing compliance. If done skillfully, the second request is seen as a concession so. Foot in the door versus door in the face article pdf available in the journal of social psychology 1452. Customers would sometimes literally slam the door in the salemans face.
Richard brownstein and richard katzev 1985 found the technique to be more effective than the doorintheface method in soliciting higher donations. Jan 24, 2017 understanding the foot in the door technique has some very important implications for salespeople, but also for anyone. Famous doorintheface persuasion strategy results in. Salespeople can use the foot in the door technique to persuade more people to buy from them. It was proven to be an effective method to achieve compliance by first making the participants reject a demanding extreme request, and then lure the participants into accepting a smaller actual request. He is best known for his book on persuasion and marketing, influence. The doorintheface ditf technique is a compliance method commonly studied in social. First, ask for a big favor you know your counterpart will refuse like a 100dollar loan. The persuader, emily, is setting the stage for her parents to be so relieved that the outrageous story didnt occur, that they will be more than happy she is. The wellknown doorintheface ditf persuasion strategy predicts greater compliance with a target request if it is preceded by a larger and more objectionable request.
Footinthedoor fitd technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first this technique works by creating a connection between the person asking for a request and the person that is being asked. May 04, 2018 door in the face marketing technique is a concept to ask for something big first, and then afterwards for something smaller so that the the deal is closed. The doorintheface technique is a sequential request and is also known as rejectionthenretreat. His findings support the efficacy of the lowball technique in obtaining compliance cialdini et al, 1978. In one of the first scientific demonstrations of the doorintheface technique, robert b. Door in the face ditf techniques general persuasion sequential requests door in the face. Understanding the footinthedoor technique has some very important implications for salespeople, but also for anyone.
The respondent is then more likely to accede to a second, more reasonable request than if this second. This has been empirically proven to be an effective technique to gain compliance. An experimental study of the door in the face technique essay. On implementing the doorintheface compliance technique. Author of influence, and president of influence at work. Journal of personality and social psychology, 312, 206215. Watergate scandalliddy proposed an extremely costly idea, to bug. Heres another way to apply this principle of reciprocity. Door in the face technique principle of compliance. This technique is used very commonly, not only by salesmen and marketing professionals, but examples are rife of such instances being used in everyday life as well like the example provided above. The doorinthe face technique is when you first make a huge request that the person is likely to refuse, and then they are likely to say yes to the next, smaller request. After their refusal, they were asked to chaperone juvenile delinquents on a oneday trip to the zoo. In one of the first scientific demonstrations of the door in the face technique, robert b.
This is commonly known as the footinthedoor technique. It was proven to be an effective method to achieve compliance by first making the participants reject a demanding extreme request, and then lure the participants into. If a smaller request is granted, then the person who is agreeing feels like they are obligated to keep. The doorintheface ditf approach, a sequential compliance. Cialdini, professor of psychology at arizona state university. The doorintheface technique, also called the rejectionthenretreat strategy, is a simple technique from robert cialdinis book influence. Cialdini and colleagues concluded that two things must happen in order for the doorintheface technique to work. The doorintheface technique in this approach, marketers start by asking for a large commitment. The lowball technique has also been observed to be effective in charitable situations.
A salesman would knock on a door and make an outrageously expensive offer e. On implementing the doorintheface compliance technique in. It has been a popular tool of those in the persuasion trade since it was introduced nearly 40 years ago. When the other person refuses, they then make a smaller and more reasonable request. Door in the face a technique for gaining compliance in which requesters begin with a large request and then when this is refused, retreat to a smaller one the one they desired all along. Using the foot in the door technique, the persuader gets a person to agree to bestow a small favor or to buy a small item, only to later request a larger favor or purchase of a bigger item. This is more commonly known as the door in the face technique. Doorintheface sales is modern sales technique that stems from the days of the traveling salesman. Door in the face rule of reciprocity footinthedoor rule. The door in the face ditf method is a classic of persuasion. Journal of personality and social psychology, 31, 206215. The same requester counter offers with a smaller request that you are more likely to accept than the large request. The footintheface technique for inducing compliance without pressure. Door in the face marketing technique is a concept to ask for something big first, and then afterwards for something smaller so that the the deal is closed.
An experimental study of the door in the face technique. The door in the face marketing tactic was first studied by robert cialdini in his book called influence, the power of persuasion. This technique works due to the principle of reciprocity cialdini et al. The doorintheface technique was tested in a 1975 study conducted by robert cialdini. Doorintheface technique the doorintheface ditf technique is a persuasion method whereby a persuader attempts to convince someone to comply with a request by first making an extremely large request that the respondent will obviously turn down, with a metaphorical slamming of a door in the persuaders face. Reciprocal concessions procedure for inducing compliance. Using the footinthedoor technique, the persuader gets a person to agree to bestow a small favor or to buy a small item, only to later request a larger favor or purchase of a bigger item. Richard brownstein and richard katzev 1985 found the technique to be more effective than the door in the face method in soliciting higher donations. Foot in the door fitd, door in the face ditf, ben franklin effect, exchange principle. Door in the face is the opposite of the previously mentioned persuasion technique. Robert cialdini wrote a book on persuasion and influence.
The door in the face technique, otherwise known as the rejectionthenretreat technique, involves making an outrageous request that someone will almost certainly turn down, and then make the smaller request that was the favor of interest all along. And when they say no, you ask for a relatively smaller request the request you originally wanted. Applying the doorintheface compliance technique to retailing. Journal of applied social psychology, 41, 6, 15141537. The lowballing technique was first demonstrated by robert cialdini and colleagues in the 1970s. The doorinthefacetechnique is one of the most famous inlfuence techniques. The technique is referred to as ditf because it actually does involve a proverbial slamming of the door on someones face request. Robert cialdini and his colleagues conducted a study in 1975, investigating the compliance tactic called rejection then moderation.
The idea here is that youre giving them a gift a metaphorical one by making a concession. On implementing the door in the face compliance technique in a business context marketing researchers recently have begun to in vestigate compliancegaining tactics that influence behavior directly tybout 1978, bypassing the cognitive or attitudinal change proposed as necessary in the persuasive approach to behavioral change bass. After committing oneself to a position, one should be more wiling to comply with requests for behaviors that are consistent with that position. The door in the face technique large initial request, followed by a moderate request elicited significantly more compliance than the foot in the door technique small initial request, followed. Psychology of influence the door in the face technique. Its effectiveness could be shown in many different studies. Door in the face sales is modern sales technique that stems from the days of the traveling salesman. Applying the doorintheface compliance technique to. The doorintheface technique henceforth referred to as ditf is a technique that involves a set pattern. The door in the face technique, first formally investigated and confirmed by cialdini, vincent, lewis, catalan, wheeler and darby 1975, has received particular attention. This technique is based on the simple notion that the probability of obtaining compliance with a request that has a low a priori probability of agreement can be increased. The wellknown door in the face ditf persuasion strategy predicts greater compliance with a target request if it is preceded by a larger and more objectionable request. 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.
In this study, one group of people was told up front that the experiment would start at 7 am. Sage reference doorintheface technique sage knowledge. The foot in the door technique is also used in many commercial settings and can be illustrated using the door to door salesperson who eventually builds up his requests to a final purchase request. Cialdini and his colleagues had a researcher approach. In it, he listed sciencebased 6 principles of persuasion according to research in the field of psychology. The doorintheface ditf technique is a persuasion method whereby a persuader attempts to convince someone to comply with a request by first making an extremely large request that the respondent will obviously turn down, with a metaphorical slamming of a door in the persuaders face. Lewis, jose catalan, diane wheeler, and betty lee darby arizona state university three experiments were conducted to test the effectiveness of a rejectionthen. One effective strategy is the foot in the door technique cialdini, 2001. How the doorintheface technique is used to persuade people to comply with.
An experiment conducted by cialdini et al 1975, demonstrated the effectiveness of door in the face technique. The door in the face technique was tested in a 1975 study conducted by robert cialdini. 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 persuaders face. According to cialdini, the principles underlying compliance are. This reversepsychology situation nudges visitors who. This letter is a classic example of the door in the face ditf technique, which was illustrated by a similar instance in robert cialdinis book, influence, the power of persuasion. Well, could you at least share it with your friends on facebook. The doorintheface technique, first formally investigated and confirmed by cialdini, vincent, lewis, catalan, wheeler and darby 1975, has received particular attention. It has been found the doorinthe face technique produces high levels of. The door in the face technique in this approach, marketers start by asking for a large commitment. Getting more sales conversions with the door in the face. The ditf technique was introduced to the social psychology literature by cialdini et al. Salespeople can use the footinthedoor technique to.
The initial request must be rejected by the target person. Cialdini, cacioppo, bassett, and miller asked students to to volunteer to council juvenile delinquents. The doorintheface technique as a compliance strategy. An explanation of the doorintheface technique with. Its called the door in the face technique because first you ask for a huge request from someone, something you expect them to deny. Cialdini, cacioppo, bassett, and miller asked students to to volunteer to council juvenile delinquents for two hours a week for two years. The requests were to complete a questionnaire or to tape record a section out of a book. Say, would you mind running around the streets naked yelling how awesome this article is. A disruptthenreframe technique of social influence article pdf available in journal of personality and social psychology 762. One effective strategy is the footinthedoor technique cialdini, 2001.
The doorintheface ditf technique is a compliance method commonly studied in social psychology. The footinthedoor technique has been in to be rejected and then asking for a more vestigated by freedman and eraser 1966. Door in the face rule of reciprocity footinthedoor. Science and practice isbn 0321188950 is a psychology book examining the key ways people can be influenced by compliance professionals. Why the footinthedoor technique may work a key to understanding the fitd technique, freedman and fraser note, is that the two requests need not be related. Robert cialdini and his colleagues conducted a study in 1975, investigating. A professor at arizona state university, caldini has led decades of research into persuasion. Effective influence with the footinthedoor technique. Robert cialdini is regarded as the godfather of influence. Pdf a disruptthenreframe technique of social influence.