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.
In the study, the researchers were interested in finding if the effectiveness of the foot-in-the-door technique is affected by whether or not other people had complied, and high or low reactance levels are tested. Previous research has suggested that simply the fact that others have complied with some request will have an effect on the compliance of others. Also, one's self-perception was played upon to see if it would effect their compliance. For example, the study mentions that self-perception of one's behavior may greatly influence future perceptions and actions, and make that person perceive him/herself as someone who does some behavior- like donating money to charity.
The hypotheses are listed under the theory/rationale section of this particular study. Participants were women who received different sequential request messages of differing reactance levels. The procedures included different experimental conditions, which measured amount of compliance to the requests. Results indicated that the perception that others had complied before was of little influence to compliance of subjects. Also, as the reactance level increased, compliance to the second request decreased. Implications are listed to suggest explanation for these findings.
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SRS Researcher: Shannon Sprague, Department of Communication Studies, West Virginia University
© Shannon Sprague, Steve Booth-Butterfield, and the SRS Team, 1996.
Created February 23, 1996; Last updated February 27, 1996.