Lucky for the Beibs this was an actual door in the face and not the door-in-the-face technique (Cialdini, Vincent, Lewis, Catalan, Wheeler, & Darby, 1975), which is a compliance technique that could've been used against him to get him to do something for some crazy fan. Specifically, the door-in-the-face technique is when a person makes a rather large request, knowing that you will most likely say no, and after you say no they then they ask for a smaller favor etc. (all along the "smaller" favor is what they really wanted). You are probably wondering how this works on someone when it is so obvious well there are two reason why this technique works. The first reason is perceptual contrast: because the first request was so large the second request seems even smaller and easier to do than if the first one had been presented without the larger request leading people to think well that isn't that hard to do so I will do it (Cialdini et. al., 1975). The second reason this technique works is reciprocal concessions, which refers to the pressures people feel to change in a bargaining situation (Cialdini, 1975). I know from experience that this technique works because I use it ALL the time on my boyfriend. For example, I ask if we can go eat at some fancy restaurant and when he says no blah blah blah we are poor college students blah blah blah, I say well then could we at least go to Garcias (super amazing and cheap mexican food place in San Marcos, yall should go!!) and since he already said no to the bigger request he's like well yeah we could handle that its pretty cheap and good so yeah lets go. His rational is that I want to go eat out and since I cant get exactly what I want (some expensive place, even though I wanted Garcias in the first place) he will bargain with me and we will go there and sometimes he will be like "ok if I pay for food you do the tip" and I dont care as long as I get that delish food. I also do this with shopping, I love to shop even if I don't buy anything I like to just go look at stuff but Adrian hates it!!! So in order for me to get him to go with me anywhere I always start with something big like "Lets go to the outlet mall or lets go to wal-mart" (I know wal-mart may not be a big request for you but Adrian HATES wal-mart with a sever passion) so then he is like OMG NO anywhere but there, so then we go to TJ Max or Target or somewhere else.
This is an intense example of people's desperation for good deals, Im sure you have all heard some crazy Black Friday story and are quite familiar with the "shopping holiday". This happens EVERY year, and although there are some incredible deals on the products the other risks and costs of being there to get the limited amount of on sale products in actuality out weigh how much you are saving. Events or sales happen all the time and for each of them there are a number of people (most of the time not as many in the video) who rush out and will fight for those deals. These deals can vary from 75% off to buy 5 get on free, but never the less "sweeting" the pot even slightly makes people want it. This is due to the thats-not-all technique, which is when a person (or store, or community etc.) is trying to influence a person to do something (give to their charity, buy this product, mow the lawn etc.) by giving them an inflated request and then decreasing it or offering some sort of bonus or discount on the request or item ( Burger, 1986). For example, very often when a new product comes out a store will sell it at a 500% mark up just because they know they can and people will buy it, but they also know that when sales begin to go down that they can use the thats-not-all technique and mark it down or offer a free game with purchase of a console and people will rush back out and buy them all up. Now it is time for me to admit a truth about myself... I am ... a huge sucker for deals, and when I say huge I mean HUGE. For example, I will be walking around target looking for whatever and I will see all there little "on sale" shelves and I can not help but go look and see what is there. Of course it is a bunch of stuff I do not need or even want but I see that red sticker with like 3 dollars off and I get excited like I just found treasure. I know that this is a really dumb thing and most of the time I resist and dont get whatever was on sale, but sometimes if Im not sure If I want to buy a shirt or whatever and I see that it is on sale that makes me want it and sure that I want to buy it. This is the problem with me shopping at TJ Maxx or Marshalls because everything there is on sale, and usually at an awesome discount but I go in for one thing and come out with six. The worst part is I know why they put big signs on things that are only a little bit on sale, its so that I will see the big sign and think "Man what a big discount" and even knowing all the techniques the store is using on me I can not help it. I love a good deal, and I love a good shopping trip even more so I guess its good that I mostly stay at places that are all on sale and stay away from the Gap which is like get these jeans for 75% off and they still cost like $60 lol. Anyways, beware!! use this knowledge and guard yourself against the media, stores, your parents, friends, boyfriends & girlfriends (dont tell Adrian though lol).
Citation:
Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal Of Personality And Social Psychology, 31(2), 206-215. doi:10.1037/h0076284
Schwarzwald, J., Raz, M., & Zvibel, M. (1979). The application of the door-in-the-face technique when established behavioral customs exist. Journal Of Applied Social Psychology, 9(6), 576-586. doi:10.1111/j.1559-1816.1979.tb00817.x
Burger, J. M. (1986). Increasing compliance by improving the deal: The that's-not-all technique. Journal Of Personality And Social Psychology, 51(2), 277-283. doi:10.1037/0022-3514.51.2.277
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