Effects of the Door-in-the-Face technique on restaurant customers’ behavior - Université Rennes 2 Access content directly
Journal Articles International Journal of Hospitality Management Year : 2011

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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Dates and versions

hal-01980948 , version 1 (14-01-2019)

Identifiers

  • HAL Id : hal-01980948 , version 1

Cite

Nicolas Guéguen, Céline Jacob, Sébastien Meineri. Effects of the Door-in-the-Face technique on restaurant customers’ behavior. International Journal of Hospitality Management, 2011, 30 (3), pp.759-761. ⟨hal-01980948⟩
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