HAL will be down for maintenance from Friday, June 10 at 4pm through Monday, June 13 at 9am. More information
Skip to Main content Skip to Navigation
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.
Document type :
Journal articles
Complete list of metadata

https://hal.univ-rennes2.fr/hal-01980948
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

Identifiers

  • HAL Id : hal-01980948, version 1

Citation

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⟩

Share

Metrics

Record views

87