50-Year review of the Door-in-the-Face message strategy

A random-effects meta-analysis was undertaken to examine the effectiveness of the Door-in-the-Face (DITF) persuasive message strategy on compliance. Results indicate an overall significant effect of the DITF strategy on verbal compliance (k=78, r=.126), but an insignificant effect for behavioral compliance (k=39, r=.052). In terms of verbal compliance, the DITF strategy works significantly better than controls for different samples, across varied communication media, and for prosocial causes. Additionally, the DITF technique is more successful than controls for volunteering/research than other target behaviors (e.g., monetary donation). For both verbal and behavioral compliance outcomes, the toughness (measured as amount of baseline compliance) of the donation context negatively predicted the magnitude of the DITF effect. It is argued social responsibility theory best accounts for observed moderator factors.

This study examined the reciprocal concessions and self‐presentation accounts of the door‐in‐the‐face (DITF) compliance strategy within a fundraising context. Subjects were classified as low or high in exchange orientation, and as low or high in approval motivation on the basis of a pretest questionnaire. As predicted on the basis of reciprocal concessions theory, a significant interaction was obtained between exchange‐orientation and message strategy. For high exchange‐oriented subjects, the DITF message strategy substantially increased compliance rates, relative to the single‐request control message. However, low exchange‐oriented subjects were actually more charitable in response to the control message. Analysis of a post‐treatment measure of obligation to the requestor revealed that obligation could account for less than half of the interaction effect, a finding which is inconsistent with concessions theory. Self‐presentation theory suggests that DITF should work best when directed toward targets who ...

A field experiment tested four separate procedures for influencing compliance to the second of two requests. Two factors--size of initial request and timing of the second request--were included in a 2 X 2 factorial design. Subjects were induced either to comply with a small initial request or to refuse a large initial request. They then received a moderate request either immediately (no delay) or 7--10 days later (delay). Compliance to the second request was the dependent measure. The results in the two delay conditions and the small-request--no delay condition supported a self-perception position in that the induction of one kind of behavior (compliance or noncompliance) carried over to affect subsequent behavior similarly. The large-request--no dealy condition supported a bargaining explanation, as initial refusal to comply led to an increase in subsequent compliance. Possible processes that could account for these results are discussed.

The Door-in-the-Face (DITF) sequential message strategy was investigated in a three-study analysis of existing experimental findings. The current study predicted there would be a positive relationship between concession size and compliance rates in DITF studies. Study 1 included 25 comparisons where size of concession was quantifiable as measured by percentage reduction from initial to target request in the DITF condition. Study 2 data relied on a panel of undergraduate students to provide an index of concession size in 12 additional observations. A third study validated the panel procedure of rating concession size and also provided 9 additional independent observations from the pool of published studies on DITF. Results from each study indicated a positive relationship between concession size and effect size (r = 0.35, 0.55, 0.68, respectively). Study findings provide support for reciprocal concessions explanation for DITF effects.

The present research extends previous findings suggesting that sequential request techniques, such as the Foot-in-the-Door (FITD) or Door-in-the-Face (DITF) technique, are primarily effective under conditions conducive of mindlessness. We forward that this mindlessness may be the product of the influence technique itself. More specifically, based on the notion of self-control as a limited resource, we hypothesize that actively responding to the initial request-phase of a FITD-compliance gaining procedure drains the target of his/her self-regulatory resources, thus creating the mindlessness so often observed in social influence settings. This resource depletion opens the door for compliance with the target request. The results were in line with these expectations. More specifically, we observed that active responding to an initial request of a FITD technique reduced the availability of self-regulatory resources. This state of resource depletion mediated the effect of the technique on behavioral compliance. In addition, the results of this study ruled out the alternate explanation that the effects were attributable to mood or a general tendency for acquiescence.

The relation between sequential request influence strategies and social power was examined, using a social impact theory model of perception. It was predicted that a door-in-the-face (DITF) scenario would suggest a greater difference in power between a giver and seeker than a foot-in-the-door (FITD) scenario would. Two judgment studies using American students at two different universities measured the perceived power of two individuals, the favor giver and the favor seeker, in either the DITF or the FITD. In both studies, the subjects perceived a significantly greater power difference between the giver and the seeker in the DITF strategy than they did in the FITD.

Material payment, social reinforcement, and familiarity were examined as possible mediating variables in the foot-in-the-door technique in the Thai society. Female college students in Thailand were randomly assigned to one of the eight possible combinations of the above three variables (e.g., material payment-social reinforcement-familiarity; no material payment-social reinforcement-familiarity; material payment-no social reinforcement-familiarity). At first contact, subjects were asked to respond to a 10-item checklist regarding environmental concerns. Four days later the same subjects were asked to travel a few miles from the college to plant trees as part of an environmental enhancement project. Verbal compliance (agreeing to go) and behavioral compliance (showing up at the appointed time and place for transportation to the planting site) were assessed and analyzed according to the experimental condition to which each subject was assigned. Social reinforcement significantly affected both verba...

Previous research indicates that autistic individuals are more likely to be bullied, and that they experience heightened anxiety and diminished self-esteem. These factors are known to predict heightened compliance, which is the tendency to agree with or carry out the requests and demands of others. This has a range of potentially serious consequences, particularly for an autistic person. This study utilised self-report (the Gudjonsson Compliance Scale) and behavioural measures of compliance (the door-in-the-face task) with 26 autistic and 26 typically developing adults. Participants also completed measures of early life bullying experiences, anxiety and self-esteem. Autistic participants were more compliant on both self-report and experimental tasks, and they reported more bullying experiences, higher anxiety and reduced self-esteem. Looking at both groups, bullying, anxiety and self-esteem were all correlated with self-reported compliance on the Gudjonsson Compliance Scale, yet only self-esteem was a unique predictor. None of these predictor variables related to behavioural compliance on the door in the face; nor did Gudjonsson Compliance Scale scores predict door-in-the-face performance, which may be better explained by situational and motivational factors. Findings have important implications for a range of real-life settings including requests made in the context of research, schools, the criminal justice system and the workplace.

This article uncovers unique findings in compliance behavior studies, focusing on applying the foot-in-the-door (FITD) and door-in-the-face (DITF) techniques to diverse subjects. It aims to maximize treatment justice, which is defined as taking actions and preventing action omissions from effective treatment. Using FITD and DITF keyword searches, we identified seven empirical articles and extracted compliance techniques for building a treatment adherence model; however, only one article specified the cultural backgrounds of its target subjects. The treatment adherence model has four configurations: (1) Sequential: progress from simple to complex requests; (2) Reversal: start with complex requests and move to simpler ones; (3) Doubling: repeat either straightforward or complex requests; (4) Four-wall: repeat multiple simple “yes-response” requests before asking for a complex one. This model emphasizes equipping clinicians with various techniques to promote treatment adherence, enhance clinician trust, and foster patient commitment, which must align with clients’ cultural definitions of mental health improvement. By strategically applying these configurations, clinicians can tailor practice approaches to patient needs and situational contexts. This research sheds light on integrating FITD and DITF techniques in mental health practice, offering a flexible approach to enhance treatment adherence.

Many failed replications in social psychology have cast doubt on the validity of the field. Most of these replication attempts have focused on findings published from the 1990s on, ignoring a large body of older literature. As some scholars suggest that social psychological findings and theories are limited to a particular time, place, and population, we sought to test whether a classical social psychological finding that was published nearly half a century ago can be successfully replicated in another country on another continent. To this end, we directly replicated Cialdini et al.'s (1975) door-in-the-face (DITF) technique according to which people's likelihood to comply with a target request increases after having turned down a larger request. Thereby, we put the reciprocal concessions theory-the original process explanation of the DITF technique-to a critical test. Overall, compliance rates in our replication were similarly high as those Cialdini et al. (1975) found 45 years ago. That is, participants were more likely to comply with a target request after turning down an extreme request than participants who were exposed to the target request only or to a similarly small request before being exposed to the target request. These findings support the idea that reciprocity norms play a crucial role in DITF strategies. Moreover, the results suggest that at least some social psychological findings can transcend a particular time, place, and population. Further theoretical implications are discussed. (PsycInfo Database Record (c) 2021 APA, all rights reserved).

Low tax compliance rates among small and medium-sized enterprises (SMEs) in developing countries, including Tanzania, pose a significant challenge to national revenue collection and economic stability. This study delves into this persistent issue by examining the interplay between attitudes toward tax compliance and the influence of social dynamics on compliance behavior. Using structured questionnaires administered to SMEs in Dar es Salaam and Dodoma, the analysis reveals a strong positive relationship between tax compliance attitudes and behavior (β = 0.527, t = 7.573, p < 0.001), indicating that favorable attitudes significantly boost the likelihood of compliance. Additionally, social influence, particularly peer effects, plays a pivotal role, positively impacting compliance (β = 0.286, t = 4.333, p < 0.001). These findings emphasize the critical role of social networks, peer support, and prevailing social norms in shaping tax behaviors. The study highlights practical implications, advocating for educational programs to enhance tax knowledge and foster positive tax attitudes among SMEs. Furthermore, engaging local communities and business associations is essential to cultivating supportive environments that encourage voluntary compliance. By offering fresh insights into the combined effects of attitudes and social forces, this research provides actionable recommendations for policymakers and tax authorities to craft strategies that address attitudinal barriers and leverage social dynamics for improved tax compliance among SMEs. The study’s theoretical contributions lie in extending the application of the Theory of Planned Behavior by incorporating social dynamics as critical elements influencing tax compliance. Practically, the findings emphasize the importance of leveraging social networks and community norms to foster voluntary compliance.

Enforcement activity by regulators plays an important and sometimes underappreciated role in the effectiveness of environmental regulation by encouraging regulated entities to comply. Nearly all ex ante cost-benefit analyses assume 100% compliance with regulation. One notable exception is the U.S. Environmental Protection Agency’s 2008 lead renovation rule in which a 75% compliance rate was assumed when estimating the ex ante benefits and costs, based on the literature regarding compliance rates in the construction sector. Why do entities comply with environmental regulation? Economists typically use deterrence models to explain the incentives for compliance. They began with simple models that used the frequency of inspections and the size of penalties to calculate the expected cost of noncompliance, but the models have since become more sophisticated along several dimensions. Dynamic penalty strategies by regulators can significantly increase the cost of being labeled a serious violator. Stochastic fluctuations in pollution levels with regular self-reporting requirements can lead firms to over-comply on average to avoid the risk of reporting violations. Inspections and enforcement actions at one facility can have general deterrence impacts at other facilities nearby as well as a specific deterrence impact at the inspected facility. Violations and penalties may impose additional costs on firms in terms of loss of reputation and pushback from customers and people living nearby. These differences in reputational costs may help explain observed heterogeneity in compliance behavior by firms. Compliance and enforcement behaviors are also affected by the institutional, legal, and scientific context in which they occur. Even with regulations set at the national level, enforcement activity is often carried out at the sub-national level, with the possibility of considerable heterogeneity across jurisdictions in terms of enforcement stringency. This is most obvious in federal countries such as the United States, where enforcement responsibilities for many regulations are delegated to state agencies, and with supra-national regulatory systems such as the European Union, where national agencies are responsible for enforcing regulations. It can also arise in a large country, where even a strong central government may have difficulty ensuring similar enforcement behavior in different regions. Empirical research also developed over time, initially testing whether enforcement activity affected compliance, then testing for heterogeneous impacts across different firms or different enforcement tools, then moving to more robust research designs. Variations in enforcement intensity have also been used to proxy for overall regulatory stringency in empirical studies of the economic impact of environmental regulation.

Following the lead of Reingen and Bearden (1983), this study examines the effectiveness of positive social labeling, particularly in conjunction with other factors, as a means of influencing verbal and behavioral compliance in a multistage marketing survey context. Such results offer a systematic extension to the labeling literature and provide further insight into labeling’s role as a practicable method of shaping and stimulating respondent behavior.

This study examined the ability of a door-in-the-face strategy to increase compliance with health related requests. To explore this question, participants received either a single or door-in-the-face request to perform a health-related behaviour. This request was characterized as either benefiting the person making the request, the person who was the target of the request, or a third party. After receiving the request the participants' verbal and behavioural compliance with the request were measured. The results indicated that the door-in-the-face procedure would be effective with requests to perform health-related behaviours.

Since the 1970s a number of influential regulatory scholars have suggested that it ought to be possible to empirically identify internal management structures, decision making processes, employee training and other practices that can effectively prevent misconduct in corporations. Moreover, it has been suggested that it should be possible to design government or voluntary regulatory programs that would force or encourage corporations to self-regulate by putting in place these corporate compliance management systems. In this contribution to the edited collection, Explaining Compliance (Parker and Nielsen eds), we briefly describe the main empirical research questions regarding corporate compliance management systems that scholarly regulation literature attempts to answer. These questions concern the extent to which corporations actually do implement compliance systems, why they do so, and what impact, if any, these systems have on compliance behavior. We suggest that in order to answer these questions, it is useful to use the generic sociological concepts of structure, culture and agency. That is, it is important to study the interaction between the adoption of formal systems for compliance management (one component of structure), the perceptions, motivations and strategies of individuals within the corporation in relation to compliance (agency), and the local norms and habituated practices (culture or cultures) that mediate between corporate structures and individual agency. We summarise our own qualitative in depth interview studies of large organizations’ implementation of compliance management systems and other empirical literature on corporate compliance management systems to show how structure and agency interact through culture at three nodes: top management decisions to implement a compliance system; the compliance strategies of specialised compliance managers; and, the ways in which compliance systems are communicated to and experienced by individual employees. The paper concludes by summarizing a preliminary attempt to more systematically identify and test structure, agency and culture in compliance system implementation, and their effects.