Journal article
The Door-in-the-Face Persuasive Message Strategy: A Meta-Analysis of the First 35 Years
Communication monographs, Vol.79(3), pp.316-343
09/2012
DOI: 10.1080/03637751.2012.697631
Abstract
A random-effects meta-analysis was undertaken to examine the effectiveness of the Door-in-the-Face (DITF) persuasive message strategy on compliance. Results indicate an overall significant effect of the DITF strategy on verbal compliance (k=78, r=.126), but an insignificant effect for behavioral compliance (k=39, r=.052). In terms of verbal compliance, the DITF strategy works significantly better than controls for different samples, across varied communication media, and for prosocial causes. Additionally, the DITF technique is more successful than controls for volunteering/research than other target behaviors (e.g., monetary donation). For both verbal and behavioral compliance outcomes, the toughness (measured as amount of baseline compliance) of the donation context negatively predicted the magnitude of the DITF effect. It is argued social responsibility theory best accounts for observed moderator factors.
Details
- Title: Subtitle
- The Door-in-the-Face Persuasive Message Strategy: A Meta-Analysis of the First 35 Years
- Creators
- Thomas Hugh FeeleyAshley E. AnkerAriel M. Aloe
- Resource Type
- Journal article
- Publication Details
- Communication monographs, Vol.79(3), pp.316-343
- Publisher
- Taylor & Francis Group
- DOI
- 10.1080/03637751.2012.697631
- ISSN
- 0363-7751
- eISSN
- 1479-5787
- Language
- English
- Date published
- 09/2012
- Academic Unit
- Psychological and Quantitative Foundations
- Record Identifier
- 9984371078502771
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