SRS Abstract for Schwarzwald, Raz, and Zvibel, 1979

Schwarzwald, Raz, and Zvibel, 1979, The applicability of the door-in-the-face technique when established behavioral customs exists Journal of Applied Psychology, 9,576-586


The authors rationalized that DITF should be tested with request that are not consistent with social norms. Participants in the procedures were presented with messages requesting particular amounts of money. Results showed that initial request that were heavily exaggerated compared to social norms decreased the likelihood of subject compliance. The implications of the research are that DITF works if initial request are reasonable.

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SRS Researcher Katherine Thweatt, Department of Communication Studies, West Virginia University
© Katherine, Steve Booth-Butterfield, and the SRS Team, 1996
Created February 21, 1996; Last updated February 27, 1996