Question

While studying compliance techniques, Cialdini and his colleagues found that people were much more likely to volunteer to chaperone a day trip to the zoo for juvenile delinquents if:

they had previously agreed to work for two years as a volunteer juvenile counselor.

they had previously denied a request to work each week for two years as a volunteer juvenile counselor.

they had a younger sibling who would benefit from such a trip.

they had previously denied a request to buy a box of candy.

Answer 1

• ANSWER-While studying compliance techniques, Cialdini and his colleagues found that people were much more likely to volunteer to chaperone a day trip to the zoo for juvenile delinquents if:they had previously denied a request to work each week for two years as a volunteer juvenile counselor.
• The door-in-the-face technique was discovered and named by Robert Cialdini and colleagues in 1975. Cialdini and colleagues conducted an experiment in which they asked participants to volunteer as counselors to juvenile delinquents for 2 hours per week for a period of 2 years.
• This served as a large request. Once the participants denied the request, researchers then asked the participants to volunteer as chaperones for a one-day trip to the zoo. This served as a small request. Cialdini and colleagues found that 50% of the participants agreed to complete the smaller request when they were first presented with the large request.