The Door-in-the-Face Influence Strategy: A Random-Effects Meta-Analytic Review
Annals of the International Communication AssociationPublished 1 January 1998
Daniel J. O’Keefe, Scott L. Hale
Citations51
SJR quartileQ1
SJR score2.41
SNIP3.43
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Abstract
A random-effects meta-analysis of research concerning the door-in-the-face (DITF) influence strategy provides evidence supporting more confident generalizations about the role of several moderator variables than that provided by previous reviews. Variations in the identity of the requester, the identity of the beneficiary, the prosocialness of the requests, the medium of communication, and the time interval between requests all appear to influence the size of DITF effects; variations in concession size do not. DITF effects are small in absolute terms (with an overall mean r of .10), but not remarkably small in the context of other effect sizes concerning social influence. However, there is substantial variability in DITF effects, even under optimal conditions. The review's findings are not easily reconciled with most proposed explanations of DITF effects, but appear consistent with a guilt-based account.
Keywords
PsychologySocial Sciences
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