Guilt and expected guilt in the door-in-the-face technique

To read about guilt and expected guilt in the door-in-the-face technique, on can consult this study:

“Guilt and expected guilt in the door-in-the-face technique,” Daniel J. O’Keefe, & Marianne Figgé, Communication Monographs, 66 (4), 1999, 312-324.

BONUS: The duo has an earlier take on this:

O’Keefe, D. J. & Figgé, M. (1997). “A guilt-based explanation of the door-in-the-face influence strategy,” Human Communication Research, 24, 64-81.