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Hoe makkelijk ben jij te manipuleren? Een online onderzoek naar de factoren die een rol spelen bij de door-in-the-face (DITF) techniek

Schabos, R. (2013) Hoe makkelijk ben jij te manipuleren? Een online onderzoek naar de factoren die een rol spelen bij de door-in-the-face (DITF) techniek.

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Abstract:The door in the face (DITF) technique is an effective compliance gaining tactic in requests. Research showed this effect takes place namely with prosocial requests. The DITF effect occurs when a large request, likely to be rejected, is followed by a substantial smaller request that is granted. Researchers came up with different theoretical explanations for the effectiveness of the DITF, like the social responsibility theory and the reciprocal concessions theory. No clear evidence had been found for this theories. In this research different factors are tested that could play a role in the DITF effect, like trait guilt, self efficacy and the relationship (Friend/stranger) with the requester. In total 107 participants filled out a questionnaire which measured trait guilt and self efficacy. Than the large request (voluntary work for the protection of animals) was made, followed by the smaller actual request (Filling out a questionnaire for the protection of animals). It was a 2x2 design with relationship (Friend/stranger) and request type (singular/plural) as factors and compliance as dependent variable. In the plural request condition 85% of the participants complied and in the singular request condition only 65% complied. A significant correlation between request type and compliance was found. No interaction effect of request type with relationship was found. This research again confirmed the effectiveness of the DITF technique even when the requests are made online and not face-to-face. The new explanations are not supported here. Recommendations for future research have been made.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:77 psychology
Programme:Psychology MSc (66604)
Link to this item:http://purl.utwente.nl/essays/64088
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