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Journal articles

Effects of the Door-in-the-Face technique on restaurant customers’ behavior

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.
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Journal articles
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Contributor : Laurence Leroux Connect in order to contact the contributor
Submitted on : Monday, January 14, 2019 - 5:35:26 PM
Last modification on : Monday, December 13, 2021 - 12:02:26 PM


  • HAL Id : hal-01980948, version 1


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⟩



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