Abstract
Two field experiments demonstrate that additive effects of heuristic and systematic processing can explain door-in-the-face technique (DITF) compliance. In Study 1, additive effects of heuristic and systematic processing resulted in an increase in charitable donations. Study 2 replicated the additive effects mean differences observed in the first. Attitude toward a charitable issue was also more strongly correlated with donations in a strong arguments than a no arguments DITF condition, compatible with an additive effects explanation. Both studies indicate that rational processing of argument information has a significant and independent effect on donations in addition to traditional heuristic processing typically inferred in explaining DITF compliance.
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