Householder, Brian J
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Various explanations have been offered for the success of the Door-In-The-Face (DITF) sequential request strategy. This document provides a synthesis of the DITF findings and argues that the Theory of Planned Behavior (TPB) provides a theoretical framework for explaining DITF findings. To explore that possibility, participants (N=492) were asked to respond to a questionnaire assessing TPB constructs regarding a variety of social organizations. Two weeks later, participants received a phone call from one of the organizations (a local homeless shelter) soliciting donations. Participants were randomly assigned to one of three DITF conditions of varying request sizes or a target request-only condition. Results indicated significant differences in verbal and actual compliance based on request size. Moreover, the results indicated the importance of perceived behavioral control in DITF contexts. Limitations and directions for future DITF study are discussed.