Sequential Request Strategies Abstracts


Foot-in-the-Door Abstracts

  1. Anderson, J., & Smith, P. (1982). Doing the two step; Foot in the door & self perception.Human Communication Research, 33, 345-361.

  2. Baron,R.A.(1973). The foot-in-the-door" phenomenon: Mediating effects of size of first request and sex of requestor. Bulletin of the Psychonomic Society, 2113-114.

  3. Beaman,B.L., Svanum,S., Manlove,S., & Hampton,C.(1974). An attribution theory explanation of the foot-in-the-door effects. Personality and Social Psychology Bulletin, 1, 122-123.

  4. Cialdini,R.B., Cacioppo,J.T., Bassett,R., & Miller,J.A.(1978). Low-ball procedure for producing compliance: Commitment then cost.Journal of Personality and Social Psychology, 36, 463-476.

  5. Dejong, W.(1981). Consensus information and the foot-in-the-door effect.Personality and Social Psychology Bulletin, 7423-430.

  6. Dejong, W. & Funder, D.(1977). Effect of payment for initial compliance: Unanswered questions about the FTD phenomenon.Journal of Personality and Social Psychology Bulletin, 3, 662-665.

  7. Fish, B. & Kaplan, K.(1974). Does a FTID get you in or out?. Psychological Reports, 34 35-42

  8. Foss, R.D., & Dempsey, C.B.(1979). Blood donation and the foot-in-the-door technique: A limiting case. Journal of Personality and Social Psychology,580-590

  9. Foss, R.D., & Dempsey, ,C.B.(1979). Blood donation and the foot-in-the-door technique: A limiting case. Journal of Personality and Social Psychology,580-590

  10. Freedman, J. L., & Fraser, S., C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4 580-590

  11. Freedman, J. L., & Fraser, S., C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4 195-202

  12. Furse, D., Stewart, D., & Rados, D. (1981). Effects of FITD cash incentives, and followups on survey response. Journal of Marketing Research, 18 473-478

  13. Hansen, R. H., & Robinson, L. M. (1980). Testing the effectiveness of Alternative foot-in-the-door manipulations. Journal of Marketing Research, XVII 359-364

  14. Harris, M. B. (1972). The effects of performing one altruistic act on the liklihood of performing another. The Journal of Social Psychology, 88 65-73

  15. Harris, M. B., Liguori, R. A., & Stack, C. (1973). Favors, bribes, and Altruism. Journal of Social Psychology, 89 47-54

  16. Harris, Mary, B., & Samerotte, George, C.(1976). The Effects Of Actual And Attempted Theft, Need, And A Previous Favor On Altruism. The Journal of Social Psychology, 193-202

  17. Reingen, Peter, H., & Kernan, Jerome, B.(1977). Compliance With An Interview Request: A Foot-In-The-Door, Self-Perception Interpretation. Journal of Marketing Research,365-369

  18. Reingen, Peter, H.(1978). On Inducing Compliance With Requests. Journal of Consumer Research,96-102

  19. Pliner, Patricia, Hart, Heather, Kohl, Joanne, & Saari, Dory.(1974). Compliance Without Pressure: Some Further Data On The Foot-In-The-Door Technique. Journal of Experimental Social Psychology,17-22

  20. Reingen, Peter, H., & Kernan, Jerome, B.(1979). More evidence on interpersonal yielding. Journal of Marketing Research, 16,588-593

  21. Rittle, R.H. (1981). Changes in Helping Behavior: Self-versus Situational Perceptions as Mediators of the Foot-in-the-Door Effect. Personality and Social Psychology Bulletin,7431-457.

  22. Seligman, C., Bush, M., & Kirsch, K. (1976). Relationship between Compliance in the Foot-in-the-Door Paradigm and Size of First Request. Journal of Personality and Social Psychology 33517-520.

  23. Scott, C.A. (1976). Modifying Socially-Conscious Behavior: The Foot-in-the-Door Technique.Journal of Marketing Research, 13263-269

  24. Wagener, J.& Laird, J. (1980). The Experimenter's Foot-in-the-Door Self-Perception, Body Weight, and Volunteering. Personality and Social Psychology Bulletin, 6, 441-446.

  25. Zuckerman, M., Lazzaro, M., & Waldgeir, D. (1979) Undermining Effect of the Foot-in-the-Door Technique with Extrinsic Rewards.Jounal of Applied Social Psychology, 9,292-296.


Door-in-the-Face Abstracts

  1. Cialdini,R.B., & Ascani,K. (1976). Test of a concession procedure for introducing verbal, behavioral,and further compiance with a request to give blood. Journal of Applied Psycholgy, 61, 295-300.

  2. Even-Chen, M., Yinon, Y., & Bizman, A.(1978) The door-in-the-face techniques: Effects of the size of the initial request. European Journal of Social Psychology, 8,135-140.

  3. Even-Chen, M., Yinon, Y., & Bizman, A.(1978) The door-in-the-face techniques: Effects of the size of the initial request. European Journal of Social Psychology, 8,135-140.

  4. Foss, R.D., & Dempsey, C.B.(1979). Blood donation and the foot-in-the-door technique: A limiting case. Journal of Personality and Social Psychology,580-590

  5. Goldman & Creason, (1981). Inducing Compliance by a Two-Door-In-The-Face Procedure and a Self-Determination Request*The Journal of Social Psychology, 61,295-300.

  6. Miller, R.L., Seligman, C., Clark, N.T., Bush, M. (1976). Perceptual Contrast Versus Reciprocal Concession as Mediators of Induced Compliance Journal of Behavioral Science, VII,401-409.

  7. Mowen, J.C. & Cialdini, R.B. (1980). On Implementing the Door-in-the-Face compliance Technique in a Business Context Journal of Marketing Research, XVII,253-258.

  8. Mowen, J.C. & Cialdini, R.B. (1980). On Implementing the Door-in-the-Face compliance Technique in a Business Context Journal of Marketing Research, XVII,253-258.

  9. Schwarzwald J., Raz M., & Zvibel M. (1979). The applicability of the door-in-the-face technique when established behavioral customs exists Journal of Applied Psychology, 9,576-586.

  10. Reingen, P.H., (1978). On Inducing Compliance with Requests Journal of Consumer Research, V, 96-102.

  11. Reingen, P. H. & Kernan, J. B. (1979).More evidence on interpersonal yieldingJournal of Marketing Research,588-593.

  12. Shanab M. E. & Isonio S. A. (1980). The effects of delay upon compliance with socially undesirable request in the door-in-the-face paradigm.Bulletin of Psychonomic Society,76-78.

  13. Shanab M. E. & O'Neill P. (1979). The effects of contrast upon compliance with socially undesirable request in the door-in-the-face paradigmCanadian Journal of Science, 11236-244


Combined Strategy Abstracts

  1. Cann,A., Sherman,S.J., & Elkes,R.(1975). Effects of initial request size and timing of a second request on compliance: The foot in the door and the door in the face. Journal of Personality and Social Psychology, 32, 774-782.
  2. Tybout, A. M. (1978). Relative Effectiveness of Three Behavioral Influence Strategies as Supplements to Persuasion in a Marketing Context.Journal of Marketing Research, 15, 229-242.


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For information or feedback contact Steve Booth-Butterfield at: sbb@badgerden.com

SRS Team, Department of Communication Studies, West Virginia University
© Steve Booth-Butterfield and the SRS Team, 1996
Created February 21, 1996; Last updated February 21, 1996.