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Communication Quarterly Volume 44, 1996 - Issue 1
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Original Articles

The door‐in‐the‐face compliance strategy: An individual differences analysis of two models in an AIDS fundraising context

Robert A. Bell Associate Professor of Communication, University of California, Davis, Davis, CA, 95616
,
Matthew F. Abrahams Education Manager at Vantive Corporation, Santa Clara, CA
,
Catherine L. Clark Doctoral candidate in psychology, University of California, Davis
&
Christina Schlatter Undergraduate at the University of California, Davis
Pages 107-124 | Published online: 21 May 2009

Citations (19)

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Nicolas Mauny, Jessica Mange, Arnaud Mortier, Alain Somat & Cécile Sénémeaud. (2023) When a refusal turns into donation: the moderating effect of the initial position toward blood donation in the door-in-the-face effectiveness. The Journal of Social Psychology 163:2, pages 212-229.
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Daniel J. Howard. (2019) A Dual Process Theory Explanation for Door-in-the-Face Effectiveness. Basic and Applied Social Psychology 41:5, pages 273-286.
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Thomas Feeley, Ashley E. Fico, Allison Zorzie Shaw, Seyoung Lee & Darrin J. Griffin. (2017) Is the Door-in-the-Face a Concession?. Communication Quarterly 65:1, pages 97-123.
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Simon Schindler, Marc-André Reinhard, Dagmar Stahlberg & Andrea Len. (2014) Quid pro quo: The effect of individuals' exchange orientation on prosocial behavior and the moderating role of mortality salience. Social Influence 9:4, pages 242-254.
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AmyE. Conner, MeganM. Miller & LauraA. Brannon. (2014) A Test of the Automaticity Assumption of Compliance Tactics: Discouraging Undergraduate Binge Drinking by Appealing to Consistency and Reciprocity. Communication Quarterly 62:3, pages 269-284.
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Thomas Hugh Feeley, AshleyE. Anker & ArielM. Aloe. (2012) The Door-in-the-Face Persuasive Message Strategy: A Meta-Analysis of the First 35 Years. Communication Monographs 79:3, pages 316-343.
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Monique Mitchell Turner, Ron Tamborini, M. Sean Limon & Cynthia Zuckerman-Hyman. (2007) The Moderators and Mediators of Door-in-the-Face Requests: Is it a Negotiation or a Helping Experience?. Communication Monographs 74:3, pages 333-356.
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MurrayG. Millar. (2002) The Effectiveness of the Door-in-the-Face Compliance Strategy on Friends and Strangers. The Journal of Social Psychology 142:3, pages 295-304.
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Articles from other publishers (11)

Jonathan Levy. (2021) Mutual monitoring, approval motivation and fostering cooperation in teams. Journal of the Economic Science Association 7:1, pages 74-87.
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Simon Schindler & Marc-André Reinhard. (2015) When Death Is Compelling. Social Psychology 46:6, pages 352-360.
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P. Pansu, L. Lima & V. Fointiat. (2014) When saying no leads to compliance: The door-in-the-face technique for changing attitudes and behaviors towards smoking at work. European Review of Applied Psychology 64:1, pages 19-27.
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Lohyd Terrier, Bénédicte Marfaing & Marc-Olivier Boldi. (2013) Door-in-the-Face: Is it Really Necessary That Both Requests Be Made by the Same Requester?. Psychological Reports 113:2, pages 675-682.
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A. Pascual, L. Dagot, B. Vallée & N. Guéguen. (2009) Soumission sans pression, médiatisation d’un tsunami et don d’argent : efficacité comparée de la porte-au-nez et du « vous êtes libre de… ». European Review of Applied Psychology 59:1, pages 79-84.
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Cécile Sénémeaud, Alain Somat, Lohyd Terrier & Yvonnick Noël. (2009) Porte au nez et préférence pour la consistance : quand les sujets à forte préférence pour la consistance ne reproduisent pas les effets de l’influence sociale. L’Année psychologique 108:01, pages 51.
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Lohyd Terrier & Robert-Vincent Joule. (2008) La procédure de porte-au-nez : vers une interprétation motivationnelle. Les Cahiers Internationaux de Psychologie Sociale Numéro 77:1, pages 5-14.
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Alexandre Pascual & Nicolas Gueguen. (2016) Door-in-the-Face Technique and Monetary Solicitation: An Evaluation in a Field Setting. Perceptual and Motor Skills 103:3, pages 974-978.
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Nicolas Guéguen. (2003) Fund-Raising on the Web: The Effect of an Electronic Door-in-the-Face Technique on Compliance to a Request. CyberPsychology & Behavior 6:2, pages 189-193.
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Murray Millar. (2016) Effects of a Guilt Induction and Guilt Reduction on Door in the Face. Communication Research 29:6, pages 666-680.
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Kyle James TusingJames Price Dillard. (2016) The Psychological Reality of the Door-in-the-Face. Journal of Language and Social Psychology 19:1, pages 5-25.
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