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Effects of a Guilt Induction and Guilt Reduction on Door in the Face

The present study explored the role of guilt in the door-in-the-face procedure. Drawing on the guilt-based explanation of door-in-the-face effect, it was hypothesized that the greatest amount of compliance would occur when the rejection of the initial request produced high levels of guilt and the acceptance of the small request allowed participants to anticipate a large reduction in guilt. This hypothesis was tested by presenting participants with an initial large request. Statements accompanying the request were designed to produce either high levels of guilt or low levels of guilt when the request was rejected. After the initial request, participants were presented with a second smaller request that was accompanied by statements that would make compliance with the request either more effective or less effective at guilt reduction. Compliance with the second request was recorded, and the results supported the hypothesis.

Communication Research, Vol. 29, No. 6, 666-680 (2002)
DOI: 10.1177/009365002237831


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