A guilt-based explanation of the door-in-the-face influence strategy

Human Communication Research

Volumn 24, Issue 1, 1997, Pages 64-81

  O'Keefe, Daniel J ^a   Figgé, Marianne ^a  

^a UNIVERSITY OF ILLINOIS AT URBANA CHAMPAIGN   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0031496089     PISSN: 03603989     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.1468-2958.1997.tb00587.x     Document Type: Article

References (62)

1. Abrahams, M. F., & Bell, R. A. (1994). Encouraging charitable contributions: An examination of three models of door-in-the-face compliance. Communication Research, 21, 131-153.
2. Baumeister, R. F., Stillwell, A. M., & Heatherton, T. F. (1994). Guilt: An interpersonal approach. Psychological Bulletin, 115, 243-267.
3. Baumeister, R. F., Stillwell, A. M., & Heatherton, T. F. (1995). Personal narratives about guilt: Role in action control and interpersonal relationships. Basic and Applied Social Psychology, 17, 173-198.
4. Boster, F. J., & Mongeau, P. (1984). Fear-arousing persuasive messages. In R. N. Bostrom (Ed.), Communication yearbook 8 (pp. 330-375). Beverly Hills, CA: Sage.
5. Bozinoff, L., & Ghingold, M. (1983). Evaluating guilt arousing marketing communications. Journal of Business Research, 11, 243-255.
6. Burger, J. M. (1986). Increasing compliance by improving the deal: The that's-not-all technique. Journal of Personality and Social Psychology, 51, 277-283.
7. Cann, A., Sherman, S. J., & Elkes, R. (1975). Effects of initial request size and timing of a second request on compliance: The foot in the door and the door in the face. Journal of Personality and Social Psychology, 32, 774-782.
8. Carlsmith, J. M., & Gross, A. E. (1969). Some effects of guilt on compliance. Journal of Personality and Social Psychology, 11, 232-239.
9. Cho, H., & Stout, P. A. (1993). An extended perspective on the role of emotion in advertising processing. In L. McAlister & M. L. Rothchild (Eds.), Advances in consumer research (Vol. 20, pp. 692-697). Provo, UT: Association for Consumer Research.
10. Cialdini, R. B., & Ascani, K. (1976). Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood. Journal of Applied Psychology, 61, 295-300.
11. Cialdini, R. B., Cacioppo, J. T., Bassett, R., & Miller, J. A. (1978). Low-ball procedure for producing compliance: Commitment then cost. Journal of Personality and Social Psychology, 36, 463-476.
12. Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31, 206-215.
13. Coulter, R. H., & Pinto, M. B. (1995). Guilt appeals in advertising: What are their effects? Journal of Applied Psychology, 80, 697-705.
14. Crano, W. D., & Sivacek, J. (1982). Social reinforcement, self-attribution, and the foot-in-the-door phenomenon. Social Cognition, 1, 110-125.
15. Darlington, R. B., & Macker, C. E. (1966). Displacement of guilt-produced altruistic behavior. Journal of Personality and Social Psychology, 4, 442-443.
16. Dillard, J. P. (1991). The current status of research on sequential-request compliance techniques. Personality and Social Psychology Bulletin, 17, 283-288.
17. Dillard, J. P. (1993). Persuasion past and present: Attitudes aren't what they used to be. Communication Monographs, 60, 90-97.
18. Dillard, J. P., Hunter, J. E., & Burgoon, M. (1984). Sequential-request strategies: Meta-analysis of foot-in-the-door and door-in-the-face. Human Communication Research, 10, 461-488.
19. Dillard, J. P., & Kinney, T. A. (1994). Experiential and physiological responses to interpersonal influence. Human Communication Research, 20, 502-528.
20. Dillard, J. P., Plotnick, C. A., Godbold, L. C., Freimuth, V. S., & Edgar, T. (1996). The multiple affective outcomes of AIDS PSAs: Fear appeals do more than scare people. Communication Research, 23, 44-72.
21. Englis, B. G. (1990). Consumer emotional reactions to television advertising and their effects on message recall. In S. J. Agres, J. A. Edell, & T. M. Dubitsky (Eds.), Emotion in advertising: Theoretical and practical explorations (pp. 231-253). New York: Quorum.
22. Even-Chen, M., Yinon, Y., & Bizman, A. (1978). The door in the face technique: Effects of the size of the initial request. European Journal of Social Psychology, 8, 135-140.
23. Fern, E. F., Monroe, K. B., & Avila, R. A. (1986). Effectiveness of multiple request strategies: A synthesis of research results. Journal of Marketing Research, 23, 144-152.
24. Foss, R. D., & Dempsey, C. B. (1979). Blood donation and the foot-in-the-door technique: A limiting case. Journal of Personality and Social Psychology, 37, 580-590.
25. Freedman, J. L., & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
26. Freedman, J. L., Wallington, S. A., & Bless, E. (1967). Compliance without pressure: The effect of guilt. Journal of Personality and Social Psychology, 7, 117-124.
27. Ghingold, M., & Bozinoff, L. (1981). Construct validation and empirical testing of guilt arousing marketing communications. In A. A. Mitchell (Ed.), Advances in consumer research (Vol. 9, pp. 210-214). St. Louis, MO: Association for Consumer Research.
28. Goldman, M., & Creason, C. R. (1981). Inducing compliance by a two-door-in-the-face procedure and a self-determination request. Journal of Social Psychology, 114, 229-235.
29. Goldman, M., McVeigh, J. F., & Richterkessing, J. L. (1984). Door-in-the-face procedure: Reciprocal concession, perceptual contrast, or worthy person. Journal of Social Psychology, 323, 245-251.
30. Hedges, L. V., & Olkin, I. (1985). Statistical methods for meta-analysis. New York: Academic Press.
31. Holbrook, M. B., & Westwood, R. A. (1989). The role of emotion in advertising revisited: Testing a typology of emotional responses. In P. Cafferata & A. M. Tybout (Eds.), Cognitive and affective responses to advertising (pp. 353-371). Lexington, MA: Lexington Books.
32. Joule, R. V., Gouilloux, F., & Weber, F. (1989). The lure: A new compliance procedure. Journal of Social Psychology, 129, 741-749.
33. Keltner, D., & Buswell, B. N. (1996). Evidence for the distinctness of embarrassment, shame, and guilt: A study of recalled antecedents and facial expressions of emotion. Cognition and Emotion, 10, 155-171.
34. Kinder, D. R (1994). Reason and emotion in American political life. In R. C. Schank & E. Langer (Eds.), Beliefs, reasoning, and decision making: Psycho-logic in honor of Bob Abelson (pp. 277-314). Hillsdale, NJ: Lawrence Erlbaum.
35. Konoske, P., Staple, S., & Graf, R. G. (1979). Compliant reactions to guilt: Self-esteem or self-punishment. Journal of Social Psychology, 108, 207-211.
36. Kugler, K., & Jones, W. H. (1992). On conceptualizing and assessing guilt. Journal of Personality and Social Psychology, 62, 318-327.
37. Miceli, M. (1992). How to make someone feel guilty: Strategies of guilt inducement and their goals. Journal for the Theory of Social Behavior, 22, 81-104.
38. Miller, R. L. (1974). Facilitating compliance by manipulating the nature of the comparison: Relative cost vs. reciprocal concession. Personality and Social Psychology Bulletin, 1, 160-162.
39. Miller, R. L., Seligman, C., Clark, N. T., & Bush, M. (1976). Perceptual contrast versus reciprocal concession as mediators of induced compliance. Canadian Journal of Behavioral Science, 8, 401-409.
40. Mowen, J. C., & Cialdini, R. B. (1980). On implementing the door-in-the-face compliance technique in a business context. Journal of Marketing Research, 27, 253-258.
41. Niedenthal, P. M., Tangney, J. P., & Gavanski, I. (1994). "If only I weren't" versus "if only I hadn't": Distinguishing shame and guilt in counterfactual thinking. Journal of Personality and Social Psychology, 67, 585-595.
42. Pardini, A. U., & Katzev, R. D. (1986). Applying full-cycle social psychology to consumer marketing: The defusing objections technique. Journal of Economic Psychology, 7, 87-94.
43. Pinto, M. B., & Priest, S. (1991). Guilt appeals in advertising: An exploratory study. Psychological Reports, 69, 375-385.
44. Regan, D. T., Williams, M., & Sparling, S. (1972). Voluntary expiation of guilt: A field experiment. Journal of Personality and Social Psychology, 24, 42-45.
45. Regan, J. W. (1971). Guilt, perceived injustice, and altruistic behavior. Journal of Personality and Social Psychology, 18, 124-132.
46. Reingen, P. H. (1978). On inducing compliance with requests. Journal of Consumer Research, 5, 96-102.
47. Reingen, P. H., & Kernan, J. B. (1977). Compliance with an interview request: A foot-in-the-door, self-perception interpretation. Journal of Marketing Research, 14, 365-369.
48. Reingen, P. H., & Kernan, J. B. (1979). More evidence on interpersonal yielding. Journal of Marketing Research, 16, 588-593.
49. Roseman, I. J., Spindel, M. S., & Jose, P. E. (1990). Appraisals of emotion-eliciting events: Testing a theory of discrete emotions. Journal of Personality and Social Psychology, 59, 899-915.
50. Roseman, I. J., Wiest, C., & Swartz, T. S. (1994). Phenomenology, behaviors, and goals differentiate discrete emotions. Journal of Personality and Social Psychology, 67, 206-221.
51. Ruth, J. A., & Faber, R. J. (1988). Guilt: An overlooked advertising appeal. In J. D. Leckenby (Ed.), Proceedings of the 1988 conference of the American Academy of Advertising (pp. 83-89). Austin, TX: American Academy of Advertising.
52. Schwarzwald, J., Raz, M., & Zvibel, M. (1979). The applicability of the door-in-the-face technique when established behavioral customs exist. Journal of Applied Social Psychology, 9, 576-586.
53. Shanab, M. E., & Isonio, S. A. (1980). The effects of delay upon compliance with socially undesirable requests in the door-in-the-face paradigm. Bulletin of the Psychonomic Society, 15, 76-78.
54. Shanab, M. E., & O'Neill, P. (1979). The effects of contrast upon compliance with socially undesirable requests in the door-in-the-face paradigm. Canadian Journal of Behavioral Science, 11, 236-244.
55. Snyder, M., & Cunningham, M. R. (1975). To comply or not comply: Testing the self-perception explanation of the "foot-in-the-door" phenomenon. Journal of Personality and Social Psychology, 31, 64-67.
56. Stout, P. A., & Sego, T. (1994). Emotions elicited by threat appeals and their impact on persuasion. In K. W. King (Ed.), Proceedings of the 1994 conference of the American Academy of Advertising (pp. 8-16). Athens, GA: American Academy of Advertising.
57. Tangney, J. P. (1995). Recent advances in the empirical study of shame and guilt. American Behavioral Scientist, 38, 1132-1145.
58. Tybout, A. M. (1978). Relative effectiveness of three behavioral influence strategies as supplements to persuasion in a marketing context. Journal of Marketing Research, 15, 229-242.
59. Vangelisti, A. L., Daly, J. A., & Rudnick, J. R. (1991). Making people feel guilty in conversations: Techniques and correlates. Human Communication Research, 18, 3-39.
60. Wallace, J., & Sadalla, E. (1966). Behavioral effects of transgression: I. The effects of social recognition. Journal of Experimental Research in Personality, 1, 187-194.
61. Wang, T., Brownstein, R., & Katzev, R. (1989). Promoting charitable behaviour with compliance techniques. Applied Psychology: An International Review, 38, 165-183.
62. Yinon, Y., Bizman, A., Cohen, S., & Segev, A. (1976). Effects of guilt-arousal communications on volunteering to the civil guard: A field experiment. Bulletin of the Psychonomic Society, 7, 493-494.