The effects of contrast upon compliance with socially undesirable requests in the door-in-the-face paradigm

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Tested the adequacy of the perceptual contrast explanation of the door-in-the-face phenomenon when socially undesirable requests were used. 60 undergraduates were first asked a large and unreasonable favor. Immediately following rejection of this initial request, Ss were presented with a less demanding request that involved either a concession on the part of the requester, a gain to the S, or both. 20 control Ss were presented with the 2nd request only. Relative to these controls, Ss in the gaining condition, which involved contrast, showed the greatest increase in the rate of compliance with the 2nd request. (17 ref) (PsycINFO Database Record (c) 2007 APA, all rights reserved)

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