SRS Abstract for Freedman & Fraser Study 2, 1966

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 114 women and 13 men. The procedures consisted of getting the subjects to allow the experimenters to put a sign on their lawn regardless if they had been approached with the initial request. The messages involved what was being promoted. The measurement was simply whether or not subjects agreed to the 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