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Double foot‐in‐the‐door, social representations, and environment: application for energy savings

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Abstract

This study aims to determine the most effective procedure to bring individuals to adopt pro‐environmental behaviors, specifically to make energy savings for several weeks. A link was established between two fields of research traditionally separated in social psychology literature: free will compliance and social representations theories. An experiment was carried out to test the effectiveness of several simple and double foot‐in‐the‐door procedures, activating central or peripheral cognitions of the social representation of energy savings. Basically, the results indicate that the most effective procedure is the double foot‐in‐the‐door, which activates central cognitions. Twice as many participants accepted the target request and three times as many actually performed the expected behavior with this procedure.
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Document Type: Research Article

Publication date: February 1, 2013

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