Influence: The Psychology of Persuasion · chapter 2 · id influence-c2-06-the-rejection-then-retreat-tec
“The rejection-then-retreat technique not only increases compliance but also increases the likelihood that people will follow through on their agreement and volunteer for future requests -- tested in the zoo trip study where 50% agreed vs 17% control.”
VERIFIEDconfidence: high⚠ extracted by pipeline, re-audit pending
Receipts
Cialdini, Vincent, Lewis, Catalan, Wheeler & Darby (1975), JPSP 31(2)DOI registry: valid
Approximately 50% of students agreed to chaperone a zoo trip after initially declining a two-year counseling commitment, compared to 17% who were asked only about the zoo trip.
O'Keefe & Hale (2001), An Odds-Ratio-Based Meta-Analysis of DITF Research, Communication ReportsDOI registry: valid
Meta-analysis of door-in-the-face studies found a small but reliable effect (odds ratio approximately 1.5), though considerable heterogeneity across studies.
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