The 1975 Door in the Face Experiment by Cialdini a.o.

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In 1975, an experiment was conducted by Cialdini and his colleagues to study this phenomenon:

• People were divided into 3 groups.
• The 1st group was asked to volunteer as counselors for a group of juvenile delinquents for 2 hours per week, for a period of 2 years. Once the participants denied the request, a second request was made and they were asked to take them to the zoo for one day.
• The 2nd group was asked only to take them to the zoo.
• The 3rd group was told about the 2 year counseling plan but was only asked to take them to the zoo.

The results were that 50% people from the 1st group agreed to the second request that was made (taking them to the zoo) as opposed to the 17% and 25% in the second and third group respectively. This proved that the Door in the Face technique:

1. Was working
2. Brought about better results than a request made in isolation (like for the second group).
3. Was only su (...) Read more? Sign up for free
   

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