Door-in-the-Face: Is it Really Necessary That Both Requests Be Made by the Same Requester?
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. Results are discussed in terms of a reciprocal concessions interpretation and a motivational interpretation.