Self-Presentation and the Door-in-the-Face Technique for Inducing Compliance

Abstract

Cialdini has proposed a reciprocal concessions explanation of the door-in-the-face technique for inducing compliance. We wish to propose an alternative explanation, that this technique increases compliance because it induces concern about self-presentation. A field experiment was designed to determine whether the manipulations used in previous door-in-the-face studies led to assumptions of a negative self-presentation. Fifty male university students were presented with either a moderately large request for help (similar to those used in the door-in-the-face studies) or an extremely large request. After refusing the request subjects were asked to complete a questionnaire. Responses to this questionnaire indicated that subjects believed an observer of their refusal would rate them as significantly less helpful, less friendly, and less concerned after they refused the moderately large as opposed to the extremely large request. These results were predicted by our selfpresentation explanation of the door-in-the-face technique.