To comply or not comply
Testing the self-perception explanation of the "foot-in-the-door" phenomenon
Bibliographic Data
| ID | 6203970 |
|---|---|
| Authors | M Snyder (0000-0002-3351-8215, Twin Cities Orthopedics), Michael R Cunningham (0000-0003-1953-3977) |
| Year | 1975 |
| Volume | 31 |
| Issue | 1 |
| Pages | 64-67 |
| Publication date | 1975-01-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/h0076245 |
| PMID | 1117412 |
| OpenAlex | W1997940955 |
| Language | EN |
| Citations received | 28 |
| References cited | 6 |
A field experiment was conducted to test the self-perception explanation of the "foot-in-the-door" phenomenon of increased compliance with a substantial request after prior compliance with a smaller demand. In this study, some subjects were first approached with a small request (answer 8 questions in a telephone survey) the size of which was virtually certain to guarantee compliance. Other subjects were first approached with a request sufficiently large to guarantee noncompliance (answer 50 questions). Subjects in both of these conditions were subsequently approached with a moderately sized request (30 questions sponsored by a different public service organization). As predicted by self-perception theory, subjects in the small-initial-request condition showed a higher rate of compliance to the second request (.519), whereas subjects in the large-initial-request condition showed a lower rate of compliance (.219) than subjects in the no-initial-request control condition (.333)
Advertising · Business · Compliance (psychology) · Control (management) · Foot (prosody) · Perception · Phenomenon · Service (business) · Telephone survey · Test (biology) · Applied Psychology · Deception detection and forensic psychology · Emotions and Moral Behavior · Marketing · Psychology · Psychology of Social Influence · Social Psychology
The Door-in-the-Face Influence Strategy
Below the Belt
Do good samaritans discourage helpfulness? Self-perceived altruism after exposure to highly helpful others
Effects of Gain versus Loss of Reward on Actual and Perceived Altruism
The psychology of sunk cost
Behavioural spillover in the environmental domain
The Foot-in-the-Door Phenomenon 40 and 50 Years Later
Compliance as a Function of Prior Compliance, Familiarization, Effort and Benefits
Compliance in the Foot-in-the-Door Technique as a Function of Issue Similarity and Persuasion
The Door-in-the-Face Persuasive Message Strategy
Year review of the Door-in-the-Face message strategy
Reciprocal concessions procedure for inducing compliance
Expectancy confirmation processes arising in the social interaction sequence
On Inducing Compliance with Requests
Modifying Socially-Conscious Behavior
Blood donation and the foot-in-the-door technique
Does self-perception change explain the foot-in-the-door effect
The spyglass self
An examination of self-perception mediation of the foot-in-the-door effect
The low-ball compliance technique
Relationship between compliance in the foot-in-the-door paradigm and size of first request
The Foot-in-the-Door Compliance Procedure
At the intersection of trust and mistrust
Inaction inertia
A Cross-Cultural Investigation of the Foot-in-the-Door Compliance Induction Procedure
Selling Time
A Guilt-Based Explanation of the Door-in-the-Face Influence Strategy
Sequential-Request Persuasive Strategies
| Unique citing works | 28 |
|---|---|
| Citations per year | 0,55 |
| Citation span | 1975 - 2025 (51) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 25 |