Inducing people to comply with a small initial request often increases their susceptibility to a later appeal for more large-scale aid. This phenomenon, the “foot-in-the-door” (FITD) effect, has been explained primarily within the framework of self-perception theory. However, this theory cannot account for all of the findings that have been noted in this area of research. The present study explored the possibility that reinforcement plays a role in determining the success of an FITD attempt. The type of reinforcement associated with the outcome of the initial interaction was hypothesized to mediate subjects' self-perceptions; this reinforcement, in turn, was expected to affect the likelihood of their subsequent altruistic responses. As predicted, subjects whose initial acts were reinforced proved more likely to engage in later altruistic actions (the FITD effect) than did either controls or subjects who were punished in the initial session. These results provide an explanation for previous studies that failed to demonstrate the effect, and, in addition, suggest a factor that might mediate the self-perception process.
Social Cognition – Guilford Press
Published: Jun 1, 1982
It’s your single place to instantly
discover and read the research
that matters to you.
Enjoy affordable access to
over 18 million articles from more than
15,000 peer-reviewed journals.
All for just $49/month
Query the DeepDyve database, plus search all of PubMed and Google Scholar seamlessly
Save any article or search result from DeepDyve, PubMed, and Google Scholar... all in one place.
Get unlimited, online access to over 18 million full-text articles from more than 15,000 scientific journals.
Read from thousands of the leading scholarly journals from SpringerNature, Elsevier, Wiley-Blackwell, Oxford University Press and more.
All the latest content is available, no embargo periods.
“Hi guys, I cannot tell you how much I love this resource. Incredible. I really believe you've hit the nail on the head with this site in regards to solving the research-purchase issue.”Daniel C.
“Whoa! It’s like Spotify but for academic articles.”@Phil_Robichaud
“I must say, @deepdyve is a fabulous solution to the independent researcher's problem of #access to #information.”@deepthiw
“My last article couldn't be possible without the platform @deepdyve that makes journal papers cheaper.”@JoseServera