Pascual Alexandre, Gueguen Nicolas
Université de Bordeaux 2, Equipe Psychologie Sociale des Insertions, 3, ter Place de la Victoire, 33076 Bordeaux cedex, France.
Percept Mot Skills. 2006 Dec;103(3):974-8. doi: 10.2466/pms.103.3.974-978.
To test the door-in-the-face technique for a private solicitation, 53 men and 37 women in several bars were engaged. In one condition, a female confederate asked the subject to buy her drink because her boyfriend had left without paying the bill. After the subject refused, the confederate requested only 2 or 3 coins. In the control condition, the latter request was the only one. Analysis showed a dramatic increase in compliance for the door-in-the-face condition. A positive effect of the door-in-the-face technique was also observed for the average amount of the donation. The accentuation of the solicitor's dependency in the door-in-the-face condition seemed relevant for explanation.
为测试用于私人募捐的“留面子效应”，研究人员在几家酒吧里招募了53名男性和37名女性。在一种情境下，一名女性同谋请求实验对象为她买一杯饮料，称她的男朋友没结账就走了。在实验对象拒绝后，同谋只请求给2或3枚硬币。在控制组情境下，只有后一个请求。分析表明，“留面子效应”情境下的依从性大幅提高。在捐赠的平均金额方面也观察到了“留面子效应”的积极影响。“留面子效应”情境下同谋表现出的更强的依赖性似乎有助于解释这一现象。
