Freedman J., & Fraser, S. (1966). Compliance without pressure: the foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
The rationale for this experiment was to test the foot-in-the-door technique which is based on the proposition that once someone has agreed to a small request he or she is more likely to comply with a larger request. The participants were housewives from Palo Alto, California. The procedures consisted of phonecalls to subjects who were randomly selected from the phone directory. The message was based on interviews concerning what kind of household soap the subjects used. The measurement was simply whether or not subjects agreed to a large request. The results showed that those who were first asked a small request were more likely to comply with a large request. The implications of this study are that people might feel obligated to comply with the second request once they have been involved with the person who made the initial request.
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SRS Researcher: Hanna Ragnarsdottir, Department of Communication Studies, West Virginia University
© Hanna Ragnarsdottir, Steve Booth-Butterfield, and the SRS Team, 1996
Created March 12, 1996