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Terrier’s new door-in-the-face technique

Every once in a long while, someone devises a new door-in-the-face technique. It has happened again:

Door-in-the-Face: Is It Really Necessary That Both Requests Be Made by the Same Requester?Lohyd Terrier [pictured here], Bénédicte Marfaing, and Marc-Olivier Boldi, Psychological Reports, Volume 113, 2013, pp. 675-682. The authrs, at Ecole Hôtelière de Lausanne and Université de Fribourg, Switzerland, explain:

“The door-in-the-face technique increases the likelihood of individuals accepting a target request by confronting them, beforehand, with an extreme request. The present research tests a new door-in-the-face technique in which the two requests are formulated by two different requesters during the same interaction. 160 participants were asked to help a charity organization following a door-in-the-face procedure. According to the experimental conditions, requests were formulated by one or two requesters during the same or a different interaction. As predicted, the door-in-the-face effect was observed even if two requests are formulated by two requesters, but only if both are present during the interaction.”

Professor Terrier earlier published other studies about door-in-the-face theory and practice:

Sénémeaud, C., Somat, A., Terrier, L., & Noel, Y. (2008). Porte-au-nez et préférence pour la consistance : Quand les sujets à forte préférence pour la consistance ne reproduisent pas les effets de l’influence sociale. L’Année Psychologique, 108, 51-78.

Terrier, L. & Joule, R.V. (2008). La procédure de porte-au-nez : vers une interprétation motivationnelle. Cahiers Internationaux de Psychologie Sociale, 77, 5-14.

Terrier, L., Joule, R.V. & Marfaing, B. (2011). Requester’s acceptance and non-acceptance of the refusal of the initial request: how to improve the door-in-the-face effects?. Current Research in Social Psychology, 17 (1), 1-9.

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