Door in the Face Technique: The Fastfood Experience

"Do you like to have peach mango pie to go with your order ma'am?"
Me: No, I just want the cheese burger and coke float.

"How about extra fries?"
Me: Uh. . . (grudgingly) I guess ok, extra fries.

"Large fries?"
Me: Uh. . . (what the heck) ok make it large fries.

The above is actually one of the common conversations that I have every time I order at fast food restaurants. Since I have been reviewing for my GRE exams, I have been frequenting a lot of these joints to study because there are simply too many distractions for me at home.

Now, I am not actually an avid fan of fast food -I know that all the fried food isn't healthy for me. But since the McDonalds in our area is just 10 minutes walk from where I live, I have been frequenting this joint for about over a month now. Needless to say, my weight has increased a whole lot as a result of my "stress eating" and eating all the fries that I could handle.

Anyway, before actually entering McDonalds, I pysche myself up to just order what I really want to eat. I have noticed that I tend to order more than I actually want and could eat. And the same thing would happen:

1. The young crew would smile that sweet friendly smile and would ask me for my food order,

2. I'd be forced (if I am not in the mood) to smile back since it seems impolite not to return
the smile.

3. I would give my order (my defenses disarmed) and she would innocently offer that I try
their promo product or the pie or the sundae.

4. I tell myself and her: NO, thanks but I don't want it.

5. But the girl would not be daunted. Instead of just letting it go, she would offer another
alternative for me like to upsize my drinks or get a small fries, or to get a vanilla sundae
cone instead of the regular sundae.

6. I would feel my defenses crumbling down and would find myself giving in to her.(And end up with extra calories than what I was prepared to take in . . . )

Actually most sales marketers employ this tactic which is apparently proven effective by research. Social psychologists call this tactic the "Door in the Face" technique. According to research, we often given in to smaller favors requested from us by a person whose bigger request we have turned down initially.

I don't know about others but I definitely see this technique at work every time I enter any fast food joint. It made me thinking, are people generally embarrassed to say NO to someone twice in a row? Others would say it is similar to a compromise, when someone asks you of a big thing but later on agrees to lessen his/her demands, we are able to give in. But is it because we want to give in and please the person or we are simply wired to somehow give in? Does society dictates this on us that we have unconsciously been socialized to fall for this technique over and over again? Or am I just such a "people pleaser"?

Whatever the reason is, McDonalds will no longer hold me hostage with this tactic. Tomorrow, I will put my resolve to test.

P.S. Wish me luck! :)