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Psychol Rep. 2008 Oct;103(2):529-34.

Foot-in-the-door technique using a courtship request: a field experiment.

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Université de Bretagne-Sud, UFR LSHS, Lorient, France.


"Foot-in-the-door" is a well-known compliance technique which increases compliance to a request. Many investigations with this paradigm have generally used prosocial requests to test its effect. Evaluation of the effect of foot-in-the-door was carried out with a courtship request. 360 young women were solicited in the street to accept having a drink with a young male confederate. In the foot-in-the-door condition, before being solicited to have a drink, the young woman was asked to give directions to the confederate or to give him a light for his cigarette. Analysis showed foot-in-the-door was associated with greater compliance to the second request. The theoretical implication of such results with this nonprosocial request are discussed.

[Indexed for MEDLINE]

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