Departmental News
Turner Co-Authors Study on Compliance-Gaining Strategy
Associate professor Monique Mitchell Turner is the lead author of an essay appearing in the latest issue of Communication Monographs that reports on the effectiveness of a long-studied compliance-gaining strategy--the door-in-the-face technique.
Co-authored with several colleagues, Turner's study is entitled "The Moderators and Mediators of Door-in-the-Face Requests: Is it a Negotiation or a Helping Experience?" The study concluded that "door-in-the-face" messages are perceived as a helping situation for friends, but not for strangers. Strangers view request messages of all sizes to be a negotiation, but friends see these requests as a negotiation only when the initial request is large.
Citation: Monique Mitchell Turner, Ron Tamborini, M. Sean Limon, & Cynthia Zuckerman-Hyman, "The Moderators and Mediators of Door-in-the-Face Requests: Is it a Negotiation or a Helping Experience?," Communication Monographs 74 (2007): 333-356.
