Door-in-the-face Technique - Mechanisms

Mechanisms

An important topic in DITF research involves whether the DITF technique is effective because of reciprocal concessions or social responsibility. The reciprocal concessions explanation is more common and involves reciprocity, or the need for a respondent to comply to the smaller second request because the persuader is compromising from the initial request. The social responsibility explanation involves internal standards of the importance of helping others that make the respondent feel they must comply to the second smaller request. Other explanations of the DITF effect involve maintaining a positive self-presentation and reducing guilt.