COMPLIANCE IN THE FOOT-IN-THE-DOOR TECHNIQUE AS A FUNCTION OF ISSUE SIMILARITY AND PERSUASION
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
Publication date: January 1, 1976
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