Abstract
This study examined the reciprocal concessions and self-presentation accounts of the door-in-the-face (DITF) compliance strategy within a fundraising context. Subjects were classified as low or high in exchange orientation, and as low or high in approval motivation on the basis of a pretest questionnaire. As predicted on the basis of reciprocal concessions theory, a significant interaction was obtained between exchange-orientation and message strategy. For high exchange-oriented subjects, the DITF message strategy substantially increased compliance rates, relative to the single-request control message. However, low exchange-oriented subjects were actually more charitable in response to the control message. Analysis of a post-treatment measure of obligation to the requestor revealed that obligation could account for less than half of the interaction effect, a finding which is inconsistent with concessions theory. Self-presentation theory suggests that DITF should work best when directed toward targets who are high in their approval motivation, but this hypothesized interaction between approval motivation and message strategy did not materialize.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 107-124 |
| Number of pages | 18 |
| Journal | International Journal of Phytoremediation |
| Volume | 44 |
| Issue number | 1 |
| DOIs | |
| State | Published - Jan 1 1996 |
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Keywords
- AIDS
- Compliance
- Door-in-the-face
- Fundraising
ASJC Scopus subject areas
- Environmental Chemistry
- Pollution
- Plant Science
Cite this
The door-in-the-face compliance strategy : An individual differences analysis of two models in an AIDS fundraising context. / Bell, Robert A; Abrahams, Matthew F.; Clark, Catherine L.; Schlatter, Christina.
In: International Journal of Phytoremediation, Vol. 44, No. 1, 01.01.1996, p. 107-124.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - The door-in-the-face compliance strategy
T2 - An individual differences analysis of two models in an AIDS fundraising context
AU - Bell, Robert A
AU - Abrahams, Matthew F.
AU - Clark, Catherine L.
AU - Schlatter, Christina
PY - 1996/1/1
Y1 - 1996/1/1
N2 - This study examined the reciprocal concessions and self-presentation accounts of the door-in-the-face (DITF) compliance strategy within a fundraising context. Subjects were classified as low or high in exchange orientation, and as low or high in approval motivation on the basis of a pretest questionnaire. As predicted on the basis of reciprocal concessions theory, a significant interaction was obtained between exchange-orientation and message strategy. For high exchange-oriented subjects, the DITF message strategy substantially increased compliance rates, relative to the single-request control message. However, low exchange-oriented subjects were actually more charitable in response to the control message. Analysis of a post-treatment measure of obligation to the requestor revealed that obligation could account for less than half of the interaction effect, a finding which is inconsistent with concessions theory. Self-presentation theory suggests that DITF should work best when directed toward targets who are high in their approval motivation, but this hypothesized interaction between approval motivation and message strategy did not materialize.
AB - This study examined the reciprocal concessions and self-presentation accounts of the door-in-the-face (DITF) compliance strategy within a fundraising context. Subjects were classified as low or high in exchange orientation, and as low or high in approval motivation on the basis of a pretest questionnaire. As predicted on the basis of reciprocal concessions theory, a significant interaction was obtained between exchange-orientation and message strategy. For high exchange-oriented subjects, the DITF message strategy substantially increased compliance rates, relative to the single-request control message. However, low exchange-oriented subjects were actually more charitable in response to the control message. Analysis of a post-treatment measure of obligation to the requestor revealed that obligation could account for less than half of the interaction effect, a finding which is inconsistent with concessions theory. Self-presentation theory suggests that DITF should work best when directed toward targets who are high in their approval motivation, but this hypothesized interaction between approval motivation and message strategy did not materialize.
KW - AIDS
KW - Compliance
KW - Door-in-the-face
KW - Fundraising
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U2 - 10.1080/01463379609370003
DO - 10.1080/01463379609370003
M3 - Article
AN - SCOPUS:85064782032
VL - 44
SP - 107
EP - 124
JO - International Journal of Phytoremediation
JF - International Journal of Phytoremediation
SN - 1522-6514
IS - 1
ER -