A comparison of two behavioral influence techniques for improving blood donor recruitment

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Abstract
The viability of 2 multiple request techniques of behavioral influence for recruiting blood donors by telephone was tested. The 1st technique utilizes a small antecedent request to encourage behavioral involvement and favorable disposition toward the target activity of the critical request to donate. The 2nd approach frames the critical request as a concession following refusal of a very large request. The 2 techniques, dubbed the foot-in-the-door (FID) and door-in-the-face (DIF), respectively, were treated against a control condition on 3 donor groups: active donors, inactive donors and nondonors. Thus, a 3 by-3 factorial design was used on 910 adults in a Midwest city. Although the DIF was outperformed by the control across all 3 donor groups, the authors recommend its continued study in face-to-face donor solicitation. Importantly, the FID approach produced more donations than the control condition among active donors (Z = 4.30; P < 0.001), inactives (Z = 7.45; P < 0.001), and nondonors (Z = 1.98; P < 0.05). For managing the blood supply, the FID is particularly potent for rekindling donations from inactive donors. Additional research on means of penetrating the nondonor segment is recommended.

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