1 Jan 1975 Jahr - Cialdini et. al Door-in-face technique of persuasion

Beschreibung:

they had experimenters ask a large request (that was sure to be refused), like chaperoning a school trip, and then ask Ss a smaller favor. They found that is was way more likely for an Ss to do the smaller favor after being asked the Larger one. In another round they determined that they had to be asked the bigger favor for this to work, they couldn't just describe the bigger request and get the same result.
https://faculty.babson.edu/krollag/org_site/soc_psych/cialdini_door_face.html

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