To comply or not comply: testing the self-perception explanation of the "foot-in-the-door" phenomenon.
J Pers Soc Psychol
; 31(1): 64-7, 1975 Jan.
Article
in En
| MEDLINE
| ID: mdl-1117412
ABSTRACT
A field experiment was conducted to test the self-perception explanation of the "foot-in-the-door" phenomenon of increased compliance with a substantial request after prior compliance with a smaller demand. In this study, some subjects were first approached with a small request (answer 8 questions in a telephone survey) the size of which was virtually certain to guarantee compliance. Other subjects were first approached with a request sufficiently large to guarantee noncompliance (answer 50 questions). Subjects in both of these conditions were subsequently approached with a moderately sized request (30 questions sponsored by a different public service organization). As predicted by self-perception theory, subjects in the small-initial-request condition showed a higher rate of compliance to the second request (.519), whereas subjects in the large-initial-request condition showed a lower rate of compliance (.219) than subjects in the no-initial-request control condition (.333).
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Collection:
01-internacional
Database:
MEDLINE
Main subject:
Self Concept
/
Social Behavior
/
Attitude
Aspects:
Determinantes_sociais_saude
Limits:
Female
/
Humans
Language:
En
Journal:
J Pers Soc Psychol
Year:
1975
Document type:
Article