Door In The Face Technique
A person is also more likely to agree with the second request because they feel guilty for having rejected the first request.
Door in the face technique. 1 2 the persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down much like a metaphorical slamming of a door in the persuaders face. Door in the face technik verkaufstechnik besteht darin dass der verkaufer vom kunden zunachst eine uberhohte gegenleistung fur ein zugestandnis fordert die dieser sehr wahrscheinlich ablehnen wird. An explanation of the door in the face technique with examples. Psychologenie will go into the depths of a very interesting phenomenon in social psychology called the door in the face technique and provide examples of the same.
There is also a feeling of guilt associated with the ditf technique of sequential requests cialdini 2000. A reference point or framing construal can also explain this phenomenon as the initial bad offer sets a reference point from which the second offer looks like an improvement. The door in the face ditf technique is a compliance method commonly studied in social psychology. D engl tur ins gesicht soz wir eine methode der sozialen beeinflussung sozialer einfluss bei der eine person darum gebeten wird dass sie etwas tut das mehr von ihr verlangt als das was eigentlich von ihr erwunscht wird cialdini ascani 1976.
Unter einer bedingung wurden die personen einfach.
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