The foot-in-the-door compliance procedure: A multiple-process analysis and review
Burger reviews research on the foot-in-the-door technique and identifies six psychological processes that a foot-in-the-door manipulation may set off: self-perception, psychological reactance, conformity, consistency, attributions and commitment. He reports that relevant studies and several meta-analyses support the view that each process can influence compliance. He argues that together the processes can explain both the successful demonstrations and the studies in which the technique was ineffective or reduced compliance. The paper also identifies the conditions most likely to produce the effect.
Burger reviews research on the foot-in-the-door technique and identifies six psychological processes that a foot-in-the-door manipulation may set off: self-perception, psychological reactance, conformity, consistency, attributions and commitment. He reports that relevant studies and several meta-analyses support the view that each process can influence compliance. He argues that together the processes can explain both the successful demonstrations and the studies in which the technique was ineffective or reduced compliance. The paper also identifies the conditions most likely to produce the effect.
Written from the abstract, Crossref record (doi 10.1207/s15327957pspr0304_2).
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Burger, J. M. (1999). The foot-in-the-door compliance procedure: A multiple-process analysis and review. Personality and Social Psychology Review, 3(4), 303-325.