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The Nature of the First Small Request as a Decisive Factor in the Effectiveness of the Foot‐in‐the‐Door Technique

The Nature of the First Small Request as a Decisive Factor in the Effectiveness of the... In the literature on the foot‐in‐the‐door technique it is usually assumed that the first of the two sequentially posed requests should not be extremely easy (trivial). An uncomplicated request would not activate self‐perception mechanisms which, as it is commonly understood, lie behind the effectiveness of the technique. This article proposes that when the initial request is exceptional or odd, then even if it is easy and is fulfilled by nearly everyone it will still enhance people's inclination to fulfill the subsequent, much more complicated request. This assumption was verified in three experiments. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Applied Psychology Wiley

The Nature of the First Small Request as a Decisive Factor in the Effectiveness of the Foot‐in‐the‐Door Technique

Dolinski, Dariusz
Applied Psychology , Volume 61 (3) – Jul 1, 2012
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Publisher
Wiley
Copyright
© 2011 The Author. Applied Psychology: An International Review © 2011 International Association of Applied Psychology
ISSN
0269-994X
eISSN
1464-0597
DOI
10.1111/j.1464-0597.2011.00477.x
Publisher site
See Article on Publisher Site

Abstract

In the literature on the foot‐in‐the‐door technique it is usually assumed that the first of the two sequentially posed requests should not be extremely easy (trivial). An uncomplicated request would not activate self‐perception mechanisms which, as it is commonly understood, lie behind the effectiveness of the technique. This article proposes that when the initial request is exceptional or odd, then even if it is easy and is fulfilled by nearly everyone it will still enhance people's inclination to fulfill the subsequent, much more complicated request. This assumption was verified in three experiments.

Journal

Applied Psychology – Wiley

Published: Jul 1, 2012

References

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