SRS Abstract for Goldman & Creason, 1981

Goldman & Creason, (1981). Inducing Compliance by a Two-Door-In-The-Face Procedure and a Self-Determination Request* The Journal of Social Psychology, 61,295-300.

The theory behind this study is what Goldman and Creason call a "two-door-in-the-face" procedure. The goal is compliance with the third request, following an extremely hard, and hard request.

Goldman and Creason used 192 Kansas City residents whose telephone numbers were randomly selected from the Kansas City telephone directory for their participants. The subjects were assigned to six conditions, with each condition containing 32 subjects. Dependent on the condition, the subjects were either given the"two face" procedure (two hard requests, then the target), the "face" procedure (one hard request, then the target), or they were in the control group (the target request was the only one made).

The messages were the same in all the experimental groups, with all three being used in the two-face procedure, the second two in the face, and only the target request in the control group.

The response of the subject gave to the fixed or self-determination request served as the dependentmeasure their attitudes about the requested behavior.

The implications are that the research suggests that according to the statistics in this article, the "two-face" procedure increased compliance compared to the "one-face" procedure by 63 percent. The results supported the hypothesis that an extremely hard request, followed by a hard request, followed by the target request would further enhance compliance over previous "one-face" studies.

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SRS Researcher: Reid Amos, Department of Communication Studies, West Virginia University
© Reid Amos, Steve Booth-Butterfield, and the SRS Team, 1996
Created February 27, 1996; Last updated February 27, 1996