DITF Results


Cialdini & Ascani, 1976

The critical-request only control group was found to verbally reply with the request at a rate of 31.7% (20/63). Those who actually complied by attending the blood drive and donating blood were found to comply at a rate of 35.0% (7/20). In fact the verbal compliance rate was identical to that of the minimal request experimental group. Those in the extreme request group complied verbally at a rate of 49.2% (31/63).

The minimal request experimental group verbally complied with the initial request at a rate of 31.7% (20/63). The behavioral compliance was less than in the control at a rate of 10.0% (2/20). The highest rate of behavioral compliance was in the extreme request experimental group who complied at a rate of 38.7% (12/31). These results supported the prediction that the minimal request experimental request group would be inferior to the other two treatment groups.


Even-Chen, Yinon, & Bizman:Study 1, 1978

No subjects in the study complied with the initial large or the moderate requests. Those who received only the small request complied at a rate of 29.2 %. Compliance with the small request after exposure to the moderate request occurred at a rate of 15.5% and after hearing the large request compliance occurred at a rate of 43.1%. This supported the hypothesis that more compliance would occur following a large than a moderate initial request.


Even-Chen, Yinon, & Bizman:Study 2, 1978

No subjects in the study complied with the initial large or the moderate requests. Those who received only the small request complied at a rate of 35.0%. Compliance with the small request after exposure to the moderate request occurred at a rate of 15.0% and after hearing the large request compliance occurred at a rate of 61.0%. This supported the hypothesis that more compliance would occur following a large than a moderate initial request.


Foss & Dempsey: Study 3, 1979

No significant difference was found for the gender variable. The moderate variations in verbal compliance did not reach the level of statistical significance. Forty-three percent of those who received the routine request complied with it. In the experimental groups, 44% complied with the poster request and 31% complied with the recruitment request. Finally, the control group complied with the request 31% of the time.

Behavioral compliance was significant in the poster request experimental group with 23% of those who were contacted compling with the behavior. In the control gorup, 13% of the entire sample complied with the desired behavior and only 8% of the large request experimental group actually donated blood. The control group within hte entire sample complied with the behavioral request at a rate of 6%.

Among those who had previously donated, 59% agreed to donate again and 30% of those who had never donated agreed to do so for the first time at this bloodmobile vist. Actual donation was also higher among previous doners (24%) than among those who had not donated before (8%).


Goldman & Creason, 1981

The mean number of telephone calls the subjects in each of the experimental conditions is listed:

Type of request	Control	"Face"	"Two-Face"
Fixed			.78	6.25	10.16
Self-Determined 	3.59	9.28	10.72
(In the fixed conditions, the "yes" response was transformed to 1 and the "no" response to zero, to make the numbers correspond, for scoring purposes the number was then multiplied by 25 for mean calculation.)


Miller et al, 1976

Chi-square comparisons were made and it was found that both the yielding plus gaining condition, and the gaining-only condition differed significantly from the control condition. The yielding-only condition did not differ significantly from the control condition.


Mowen & Cialdini, Study I, 1980

Help emphasis Very large Large None(Control) Help emphasized 50.0% 40.6% 43.7% Help not emphasized 43.7% 46.9% 25.0% A chi-square test between the very large and large conditions yielded no significant difference between the two. This provided no support for the hypothesis that increasing the size of concessions would produce the face effect. The authors further describe what they believe is a ceiling effect to explain why the expected rates of compliance are only noticed in the help not emphasized condition. They feel that there may be a limited amount of compliance that can be expected in a business setting. "Only when helping was not emphasized and the face technique not used was a baseline rate of compliance obtained. Against this baseline, the effects of the face technique could be observed."


Mowen & Cialdini, Study II, 1980

Ceiling Factor Same survey Different survey Control Small (10 minutes) 69.4% 55.5% 69.4% Moderate (15 minutes) 58.3% 30.6% 33.3% *n = 36 in each condition


Reingen, 1978

Preliminary chi square analysis on the freqency of donation showed no sex differences or differences between experimenters.

In comparing the three conditions pertinent to door-in-the-face dimensions, the Extreme-then-donation request saw the greatest total amount of money donated and average donation, but the Extreme-then-donation request-even a penny saw the greatest percentage of compliance. Donation request only saw the poorest results in all but one category, average donation, where the Extreme-then-donation request-even a penny was the poorest.

Condition % of Compliance Donation Total Donation Average Donation-Request Only 19 $3.07 $0.51 Extreme-then Donation Request 34 $6.75 $0.61 Extreme-then Donation Request 44 $5.60 $0.40 even-a-penny


Reingen & Kernan, 1979

The results of the research indicate that in a marketing setting the concessions made in the large initial request model do not increase compliance. This may be because concession making by a commercial source is perceived by the target as being driven by selfish motives. This results in a reduced need to reciprocate.


Schwarzwald, Raz, & Zvibel, 1979

The research indicates that for initial legitimate request (IL 20 to IL 50), the door-in-the face technique face was successful in increasing the percentage of subjects who complied. This was true for all three amounts of money requested.


Shanab & Isonio, 1980

Subjects complying with the initial request were removed from the study so as not to artificially inflate results and were replaced by two additional subjects

. Yielding Plus Gaining - 25% Gaining only - 25% Yielding only - 40% Control - 30%


Shanab & O'Neill, 1979

All subjects who complied with the extreme initial request were removed from the analysis in order not to inflate results artificially, and were replaced by additional subjects. For each of the four conditions, there were 20 subjects. Compliance to requests is as follows:

Yielding-plus-gaining - 65% Gaining-only - 75% Yielding-only - 40% Control - 35%

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Created February 27, 1996; Last updated February 27, 1996