SRS Abstract for Hansen & Robinson, 1980


Hansen,R. & Robinson, L. (1980). Testing the effectiveness of alternative foot-in-the-door manipulations. Journal of Marketing Research, XVII, 359-64.


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 600 hundred people randomly selected from a phone directory. The procedures consisted of interviews and getting subjects to respond to a survey. There were no explicit messages in this article but subjects were asked if they had bought a new car within the last three years. The researchers' measurement consisted of interviews and getting subjects to respond to a survey. The results indicate that there is greater compliance among hose groups that have been initially contacted with a small request. The implications are that people might feel obligated to comply with the larger request once they have been involved with the issue or task at hand.


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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