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dc.contributor.authorHouseholder, Brian J
dc.date.accessioned2014-03-03T23:13:54Z
dc.date.available2014-03-03T23:13:54Z
dc.date.issued2005-05
dc.identifier.otherhouseholder_brian_j_200505_phd
dc.identifier.urihttp://purl.galileo.usg.edu/uga_etd/householder_brian_j_200505_phd
dc.identifier.urihttp://hdl.handle.net/10724/22394
dc.description.abstractVarious 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.
dc.languageeng
dc.publisheruga
dc.rightspublic
dc.subjectDoor-In-The-Face
dc.subjectTheory of Planned Behavior
dc.subjectDonations
dc.subjectGuilt
dc.subjectSequential request strategies
dc.subjectCompliance gaining
dc.subjectSelf-efficacy
dc.subjectProsocialness
dc.titleThe Door-In-The-Face
dc.title.alternativeusing the Theory of Planned Behavior to explain sequential request effects
dc.typeDissertation
dc.description.degreePhD
dc.description.departmentSpeech Communication
dc.description.majorSpeech Communication
dc.description.advisorJerold Hale
dc.description.committeeJerold Hale
dc.description.committeeTina Harris
dc.description.committeeJennifer Monahan
dc.description.committeeJennifer Samp
dc.description.committeeDavid Shaffer


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