Negative affect related to door‐in‐the‐face strategy
Marie‐Amélie Martinie,
Benjamin Bordas,
Sandrine Gil
Abstract:A full 46 years after the first study of the door‐in‐the‐face strategy (DITF), there is still a debate about the processes behind its effect. One relatively unexplored interpretation is the presence of negative affect related to large request refusal. We explored negative affect after large request refusal both explicitly (Experiment 1) and implicitly (Experiments 1 and 2). Participants were in a negative state after large request refusal (Experiment 1), and target request acceptance was a function of their em… Show more
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