The Effect of the Compliance Strategy Choice upon Perception of Power

Abstract

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.