ERIC Number: EJ486208
Record Type: CIJE
Publication Date: 1994
Reference Count: 0
Encouraging Charitable Contributions: An Examination of Three Models of Door-in-the-Face Compliance.
Abrahams, Matthew F.; Bell, Robert A.
Communication Research, v21 n2 p131-53 Apr 1994
Tests three models of the door-in-the-face (DITF) compliance strategy--reciprocal concessions, perceptual contrast, and self-presentation. Finds that concession labeling led to stronger feelings of obligation to donate but did not affect compliance; and facilitated charity when interaction with the solicitor was anticipated but backfired when interaction was not expected. (SR)
Publication Type: Reports - Research; Journal Articles
Education Level: N/A
Authoring Institution: N/A