Door-in-the-face technique and monetary solicitation: an evaluation in a field setting.
To test the door-in-the-face technique for a private solicitation, 53 men and 37 women in several bars were engaged. In one condition, a female confederate asked the subject to buy her drink because her boyfriend had left without paying the bill. After the subject refused, the confederate requested only 2 or 3 coins. In the control condition, the latter request was the only one. Analysis showed a dramatic increase in compliance for the door-in-the-face condition. A positive effect of the door-in-the-face technique was also observed for the average amount of the donation. The accentuation of the solicitor's dependency in the door-in-the-face condition seemed relevant for explanation.
Pascual
Alexandre
A
Université de Bordeaux 2, Equipe Psychologie Sociale des Insertions, 3, ter Place de la Victoire, 33076 Bordeaux cedex, France. alexandre.pascual@libertysurf.fr
Gueguen
Nicolas
N
D000328:Adult; D002608:Charities / Q000191:economics*; D004467:Economics; D005260:Female; D006801:Humans; D008297:Male; D017008:Negotiating; D012919:Social Behavior