Even-Chen, M., Yinon, Y., & Bizman, A.(1978) The door-in-the-face techniques: Effects of the size of the initial request. European Journal of Social Psychology, 8,135-140.
The researchers rationale behind the experiments that were conducted stated that individuals would be more likely to comply with the critical request in a DITF study if the initial request were a rather large one.
Participants for both studies were all males drawn from a random sample at the Bar-Ilan University in Israel. The participants received messages that entailed a simple small request, a moderate request or a rather large request (this large request accounted for the only difference between the experiments), which was the standard procedure instructed to a confederate who was asked to make requests under the guise of being from the National Committee for the Prevention of Auto-Accidents. The compliance was measured by simply gauging the "yes" or "no" response to the request. Results indicate that compliance to the critical small request was higher in groups who received the largest initial request. The implications of this are the findings that a large, but not inordinately large, initial requests increase the chance of compliance with the subsequent critical request.
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SRS Researcher: Deirdre Sutter, Department of Communication Studies, West Virginia University
©Deirdre Sutter, Steve Booth-Butterfield, and the SRS Team, 1996
Created February 27, 1996; Last updated February 27, 1996