Compliance without pressure: The foot-in-the-door technique


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Abstract

2 experiments were conducted to test the proposition that once someone has agreed to a small request he is more likely to comply with a larger request. Exp. I demonstrated this effect when the same person made both requests; Exp. II extended this to the situation in which different people made the 2 requests. Several experimental groups were run in an effort to explain these results, and possible explanations are discussed. (PsycINFO Database Record (c) 2006 APA, all rights reserved)

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