Marie-Amélie Martinie, Benjamin Bordas, Sandrine Gil
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Negative affect related to door-in-the-face strategy.
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 emotional state (Experiment 2). Negative affect appears to play a role in acceptance of the target request in the door-in-the-face strategy. However, this pattern of results was only observed when affect was measured implicitly. The findings shed new light on the DIFT, by taking into account the complexity of the interaction with emotion. The reasons why negative affect occurs after large request refusal are discussed.
期刊介绍:
Accounts of Chemical Research presents short, concise and critical articles offering easy-to-read overviews of basic research and applications in all areas of chemistry and biochemistry. These short reviews focus on research from the author’s own laboratory and are designed to teach the reader about a research project. In addition, Accounts of Chemical Research publishes commentaries that give an informed opinion on a current research problem. Special Issues online are devoted to a single topic of unusual activity and significance.
Accounts of Chemical Research replaces the traditional article abstract with an article "Conspectus." These entries synopsize the research affording the reader a closer look at the content and significance of an article. Through this provision of a more detailed description of the article contents, the Conspectus enhances the article's discoverability by search engines and the exposure for the research.