title: Door-in-the-face: is it really necessary that both requests be made by the same requester?
abstract: The door-in-the-face technique increases the likelihood of individuals accepting a target request by confronting them, beforehand, with an extreme request. The present research tests a new door-in-the-face technique in which the two requests are formulated by two different requesters during the same interaction. 160 participants were asked to help a charity organization following a door-in-the-face procedure. According to the experimental conditions, requests were formulated by one or two requesters during the same or a different interaction. As predicted, the door-in-the-face effect was observed even if two requests are formulated by two requesters, but only if both are present during the interaction. Results are discussed in terms of a reciprocal concessions interpretation and a motivational interpretation.
authors.affiliation: Ecole Hótelière de Lausanne, Switzerland. lohyd.terrier@ehl.ch
authors.forename: Lohyd
authors.initials: L
authors.lastname: Terrier
authors.affiliation: Laboratoire de Psychologie, Université de Fribourg, Switzerland.
authors.forename: Bénédicte
authors.initials: B
authors.lastname: Marfaing
authors.affiliation: Ecole Hôtelière de Lausanne, Switzerland.
authors.forename: Marc-Olivier
authors.initials: MO
authors.lastname: Boldi
mesh_terms: D000293:Adolescent; D000328:Adult; D005260:Female; D006379:Helping Behavior; D006801:Humans; D007398:Interpersonal Relations; D008297:Male; D008875:Middle Aged; D055815:Young Adult