The Foot-in-the-Door Compliance Procedure: A Multiple-Process Analysis and Review
- 1 November 1999
- journal article
- Published by SAGE Publications in Personality and Social Psychology Review
- Vol. 3 (4), 303-325
- https://doi.org/10.1207/s15327957pspr0304_2
Abstract
Research on the social compliance procedure known as the footin-the-door (FITD) technique is reviewed. Several psychological processes that may be set in motion with a FITD manipulation are identified: self-perception, psychological reactance, conformity, consistency, attributions, and commitment. A review of relevant investigations and several meta-analyses support the notion that each of these processes can influence compliance behavior in the FITD situation. I argue that the combined effects of these processes can account for successful FITD demonstrations as well as studies in which the technique was ineffective or led to a decrease in compliance. The experimental conditions most likely to produce an FITD effect are identified.Keywords
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