Skip to main content

COMPLIANCE IN THE FOOT-IN-THE-DOOR TECHNIQUE AS A FUNCTION OF ISSUE SIMILARITY AND PERSUASION

Buy Article:

$39.00 plus tax (Refund Policy)

Abstract:

This study was designed to test two alternative explanations for the foot-in-the-door phenomenon. The involvement hypothesis predicts that agreement to a small request will lead to greater compliance with a large request only when the initial and final requests are concerned with the same issue. The doer personality hypothesis predicts that there will be no difference in compliance with the large request between the dissimilar and similar conditions. It was found that the issue similarity variable had no effect on compliance. However, within the similar issue condition there was a cumulative effect of persuasive message and small request.

Document Type: Research Article

DOI: http://dx.doi.org/10.2224/sbp.1976.4.2.267

Publication date: January 1, 1976

More about this publication?
sbp/sbp/1976/00000004/00000002/art00017
dcterms_title,dcterms_description,pub_keyword
6
5
20
40
5

Access Key

Free Content
Free content
New Content
New content
Open Access Content
Open access content
Subscribed Content
Subscribed content
Free Trial Content
Free trial content
Cookie Policy
X
Cookie Policy
ingentaconnect website makes use of cookies so as to keep track of data that you have filled in. I am Happy with this Find out more