Is the Door-in-the-Face a Concession?. Issue 1 (1st January 2017)

• Record Type: Journal Article
• Authors: Feeley, Thomas; Fico, Ashley E.; Shaw, Allison Zorzie; Lee, Seyoung; Griffin, Darrin J.
• Is Part Of: Communication quarterly. Volume 65:Issue 1(2017)
• Page Start: 97
• Page End: 123
• Publication Date: 2017-01-01
• Subjects: Communication Theory -- Compliance -- Social Cognition -- Social Influence; Communication -- Periodicals; 302.205
• DOI: 10.1080/01463373.2016.1187186
• Languages: English
• ISSNs: 0146-3373

Abstract

Abstract : The Door-in-the-Face (DITF) sequential message strategy was investigated in a three-study analysis of existing experimental findings. The current study predicted there would be a positive relationship between concession size and compliance rates in DITF studies. Study 1 included 25 comparisons where size of concession was quantifiable as measured by percentage reduction from initial to target request in the DITF condition. Study 2 data relied on a panel of undergraduate students to provide an index of concession size in 12 additional observations. A third study validated the panel procedure of rating concession size and also provided 9 additional independent observations from the pool of published studies on DITF. Results from each study indicated a positive relationship between concession size and effect size ( r = 0.35, 0.55, 0.68, respectively). Study findings provide support for reciprocal concessions explanation for DITF effects.