Classic Experiment
In a classic experiment investigating the effectiveness of the DITF technique, researchers separated participants into three groups. In group 1, experimenters asked participants to volunteer to counsel juvenile delinquents for two hours a week for two years (large request). After their refusal, the group was asked to chaperone juvenile delinquents on a one-day trip to the zoo (small request). Group 2 was given only the small request. In group 3, the experimenter described the large request but asked the participants to perform the small request. 50% of the participants in group 1 agreed to the small request, compared to 17% in group 2 and 25% in group 3. Because compliance for the small request was significantly larger for group 1 than group 2, the DITF technique was successful. Compliance for the small request was also significantly larger for group 1 than group 3, which demonstrates that mere exposure to the more extreme task does not significantly affect compliance. The DITF technique only affects compliance rates if the extreme request precedes the smaller request.
Read more about this topic: Door-in-the-face Technique
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