Abstract : We tested the Door-in-the-Face technique in a restaurant. After the refusal of a dessert at the end of the meal, waitresses proposed a tea/or a coffee to the customers. This later proposition was addressed immediately after the refusal of the dessert or 3min later. It was found that the number of customers who ordered coffee/tea was significantly higher in the no-delay condition. Contrast theory was used to explain this effect.
https://hal.univ-rennes2.fr/hal-01980948
Contributor : Laurence Leroux
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Submitted on : Monday, January 14, 2019 - 5:35:26 PM
Last modification on : Friday, March 29, 2019 - 10:45:30 AM
Nicolas Guéguen, Céline Jacob, Sébastien Meineri. Effects of the Door-in-the-Face technique on restaurant customers’ behavior. International Journal of Hospitality Management, Elsevier, 2011, 30 (3), pp.759-761. ⟨hal-01980948⟩
