SRS Abstract for Reingen & Kernan, 1977

SRS Abstract for Reingen & Kernan, 1977


Reingen, P.H., & Kernan, J.B. (1977). Compliance With An Interview Request: A Foot-In-The-Door, Self-Perception Interpretation. Journal of Marketing Research, 14, 365-369.


This research tested a sequential request strategy known as the Foot-In-The-Door (FITD) technique to compliance gaining. The theory and rationale behind FITD is that compliance with a relatively large request is greater enhanced through the initial use and compliance of a small seemingly insignificant request. Procedures for this study involved contacting participants by telephone in order for the researchers to communicate a message of the initial request. Measurement of group compliance and response to initial and subsequent requests yielded findings consistent with predictions. Results found there to be positive implications for the use of FITD in commercial buisiness situations.


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SRS Researcher: Greg Wight, Department of Communication Studies, West Virginia University
© Greg Wight, Steve Butterfield, and the SRS Team, 1996
Created February 21, 1996; Last updated March 11, 1996.