Abstract Two field experiments demonstrate that additive effects of heuristic and systematic processing can explain door-in-the-face technique (DITF) compliance. In Study 1, additive effects of heuristic and systematic processing resulted in an increase in charitable donations. Study 2 replicated the additive effects mean differences observed in the first. Attitude toward a charitable issue was also more strongly correlated with donations in a strong arguments than a no arguments DITF condition, compatible with an additive effects explanation. Both studies indicate that rational processing of argument information has a significant and independent effect on donations in addition to traditional heuristic processing typically inferred in explaining DITF compliance.

中文翻译：

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门面效应的双重过程理论解释

摘要 两个现场实验表明，启发式和系统处理的累加效应可以解释面对面技术 (DITF) 的合规性。在研究 1 中，启发式和系统处理的累加效应导致慈善捐赠的增加。研究 2 复制了第一个中观察到的附加效应平均差异。与无争论 DITF 条件相比，对慈善问题的态度也与强论据中的捐赠更密切相关，与加性效应解释相容。这两项研究都表明，除了在解释 DITF 合规性时通常推断出的传统启发式处理之外，对参数信息的合理处理对捐赠具有显着且独立的影响。