ABSTRACT

T HE door-in-the-face (DITF) influence strategy is a much-studiedmeans of social influence. Systematic research concerning the DITFstrategy began more than 20 years ago, with Cialdini et at. 's (1975) classic work. Two meta-analytic reviews of the DITF literature appeared about a decade later (Dillard, Hunter, & Burgoon, 1984; Fern, Monroe, & Avila, 1986). A good deal of DITF research has appeared following those reviews, and though there has been some discussion of this research area (e.g., Dillard, 1991), no subsequent systematic review has been undertaken.