Psychology of Influence – The Door in the face Technique (Part 3)

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The Door-in-the-Face-Technique is one of the most famous inlfuence techniques. It’s effectiveness could be shown in many different studies.
But can you increase the effectiveness of the famous influence tactic?

Literatur

Lecat, B., Hilton, D. J., & Crano, W. D. (2009). Group status and reciprocity norms: Can the door-in-the-face effect be obtained in an out-group context?. Group Dynamics: Theory, Research, and Practice, 13(3), 178.

2017-10-21T16:13:39+00:00