Overview
This lecture explains the "foot in the door" persuasion technique, summarizes two foundational psychology experiments, and discusses its broad implications.
Foot in the Door Technique
- The "foot in the door" technique involves asking for a small favor first, then following up with a larger request.
- Compliance with the initial small request increases the likelihood of agreeing to the larger, subsequent request.
Experiment 1: Household Products Study
- Researchers contacted 156 women and divided them into four groups.
- Three groups were first called and asked about what household products they use.
- Three days later, all four groups were asked if a stranger could visit their home to catalog these products.
- 52.8% of women who first answered the small request agreed to the home visit, compared to only 22.2% in the no-contact group.
- The results showed significantly higher compliance among those who agreed to the initial small request.
Experiment 2: Yard Sign Study
- Researchers visited 112 men and women, dividing them into four groups.
- Three groups were asked to put a small sign in their window or car promoting safety or cleanliness.
- Two weeks later, the groups were asked to display a large, unattractive billboard with a similar message in their yard.
- Compliance with the initial small sign request led to higher agreement to display the large billboard.
- The specific message on the sign did not affect compliance; agreeing to the first request was the key factor.
Psychological Explanation & Applications
- Agreeing to the small request changes a person's self-image to someone who complies with such favors.
- The technique is widely used in sales, marketing, and politics to increase compliance.
- Awareness of this technique can help individuals recognize and resist manipulation in everyday situations.
Key Terms & Definitions
- Foot in the Door Technique — A persuasion strategy that starts with a small request followed by a larger, related request.
- Compliance — Agreeing to a request from another person.
Action Items / Next Steps
- Be alert to the use of the foot in the door technique in real-life interactions.
- Consider how this technique might be used in areas like sales, marketing, and politics.