Personlighetsdrag och door-in-the-face-tekniken i ett ultimatumspelscenario

Sammanfattning: The study conducted aimed to answer two different question statements: does the door-in-the-face technique influence willingness to accept a monetary offer in a ultimatum game scenario consisting of two steps, where participants were first presented with a lower bid followed by a higher bid and is there any personality trait within the five-factor model of personality related to a greater tendency to accept bids when the door-in-the-face technique was used? The study used a quantitative method consisting of two parts, one experiment where the door-in-the-face technique was applied in a reconstructed ultimatum game followed by a self-assessment questionnaire intended to measure personality traits from the five-factor model. The participants were all students at Lunds University and a total of 34 participants took part in the experiment. The results from the study suggested that the door-in-the-face technique affected acceptance rates in a ultimatum game scenario, although without any statistically significant results. The personality traits agreeableness, openness and conscientiousness significantly demonstrated that high levels of these traits increases one's tendency to be affected by the door-in-the-face technique in a ultimatum game scenario. Since the study was the first of its kind where the door-in-the-face technique, the ultimatum game and the five-factor model of personality was combined, further research is needed to expand on how these factors interact and are affected by each other.