The “Door in the Face” Technique: Will It Backfire?

If detected, the persuasion strategy could be less effective over time than you’d like.

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Article Excerpt

In a classic and rather amusing study from 1975, Arizona State University professor Robert Cialdini and his colleagues sent research assistants around campus posing as employees of the county’s juvenile detention center. They stopped people randomly on walkways and asked them if they would consider chaperoning a group of juvenile delinquents on a day trip

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