The foot in the door technique is a compliance tactic that assumes agreeing to a small request increases the likelihood of agreeing to a second, larger request. So, initially you make a small request and once the person agrees to this they find it more difficult to refuse a bigger one (Freedman & Fraser, 1966).
What is an example of the foot in the door phenomenon?
The foot-in-the-door technique is when a small request is initially made in order to get a person to later agree to a bigger request. An example of this is when a friend asks to borrow a small amount of money, then later asks to borrow a larger amount.
Is foot in the door manipulation?
The foot-in-the-door technique is one of the most well-known and well-researched social manipulation techniques in social psychology.
Why is the foot-in-the-door technique so effective?
According to this explanation the foot-in-the-door is effective because: “compliance with a small request causes the subject to infer that he has a positive attitude toward cooperating with good causes; in turn, this positive attitude leads to compliance with the larger request” (Pliner, et al., 1974, p. 18).
What does foot in the door phenomenon mean in psychology? – Related Questions
Who uses the foot-in-the-door technique?
The foot-in-the-door technique is one of numerous tactics used by salespeople to persuade sceptical customers.
What is the first step in using the foot-in-the-door technique?
Foot-in-the-Door Applied
- First, determine an appropriate “small” request is. This small request should be something that a large percentage of your visitors are capable of doing, and are possibly willing to do.
- Second, create a way to pitch your second large request.
- Third, make your big request.
Why is the foot-in-the-door technique effective quizlet?
Why does the foot in the door technique work? After first replying “yes” to a simple request that anyone would do, the person begins to feel like a helpful person and thus want to help again once you ask for something harder.
Which is more effective foot-in-the-door or door-in-the-face?
Foot-in-the-door technique proved to be slightly more effective compared to Door-in-the-face technique. However, both techniques exhibited increased effectiveness from control as expected (see table 1 and 2).
What does the door-in-the-face technique activate?
The door-in-the-face technique is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader’s face.
How does the foot-in-the-door technique work as a force of compliance quizlet?
How does the foot-in-the-door technique work as a force of compliance? “The customer already feels a sense of commitment after agreeing to a small request and therefore, is much more likely to comply with a request for something larger.“
Why does foot-in-the-door technique always start with a small request?
In the foot-in-the-door (FITD) technique smaller requests are asked in order to gain compliance with larger requests, while door-in-the-face (DITF) works in the opposite direction, where larger requests are asked, with the expectation that it will be rejected, in order to gain compliance for smaller requests.
Which statement defines the foot-in-the-door technique?
The foot-in-the-door technique is the idea that it is more effective to start by asking people for something small, and then when they give it to you, you are in a better position to ask for something bigger.
Which factor makes people tend to comply with the foot-in-the-door technique?
The foot-in-the-door phenomenon is the tendency for people who have first agreed to a small request to comply later with a larger request. The three components needed to realize the foot-in-the-door phenomenon are a small, trivial request; a change in belief; and a larger request.
What does it mean to get your foot-in-the-door?
idiom. : to make the first step toward a goal by gaining entry into an organization, a career, etc. He took a job as a secretary to get his foot in the door.
What is a double foot in door and how is it used to manipulate someone?
Compared to the Foot-in-The-Door technique, the Double Foot-in-The-Door technique is a compliance strategy which aims to make an individual agree to a big request by first agreeing to two smaller requests of varying degrees. For instance, your goal is to borrow your friend’s car for a big date.
What are the three compliance techniques?
The experimental analysis of compliance has focused primarily on three multiple request procedures: (1) the foot-in-the-door technique, (2) the door-in- the-face technique, and (3) the low-ball technique.
What are the 6 principles of compliance?
- Commitment and Consistency. People value consistency internally and externally.
- Reciprocity/Reciproaction. I’ll help you you help me.
- Scarcity Principle. People love what they can’t have.
- Social Proof. Perceived validity in numbers of people.
- The liking Principle.
- Authority Principle.
What are the three processes of attitude change?
Compliance, identification, and internalization: Three processes of attitude change.
Why do people conform?
People conform to group pressure because they are dependent on the group for satisfying two important desires: the desire to have an accurate perception of reality and the desire to be accepted by other people. People want to hold accurate beliefs about the world because such beliefs usually lead to rewarding outcomes.
What type of people are more likely to conform?
Supporting this idea, research has found that people who have lower self-esteem are more likely to conform in comparison with those who have higher self-esteem. This makes sense because self-esteem rises when we know we are being accepted by others, and people with lower self-esteem have a greater need to belong.
