A Dual Process Theory Explanation for Door-in-the-Face Effectiveness. Issue 5 (3rd September 2019)

• Record Type: Journal Article
• Authors: Howard, Daniel J.
• Is Part Of: Basic and applied social psychology. Volume 41:Issue 5(2019)
• Page Start: 273
• Page End: 286
• Publication Date: 2019-09-03
• Subjects: Social psychology -- Periodicals; 302.05
• DOI: 10.1080/01973533.2019.1648265
• Languages: English
• ISSNs: 0197-3533

Abstract

Abstract: Two field experiments demonstrate that additive effects of heuristic and systematic processing can explain door-in-the-face technique (DITF) compliance. In Study 1, additive effects of heuristic and systematic processing resulted in an increase in charitable donations. Study 2 replicated the additive effects mean differences observed in the first. Attitude toward a charitable issue was also more strongly correlated with donations in a strong arguments than a no arguments DITF condition, compatible with an additive effects explanation. Both studies indicate that rational processing of argument information has a significant and independent effect on donations in addition to traditional heuristic processing typically inferred in explaining DITF compliance.