Foot-in-the-Door Technique Using a Courtship Request: A Field Experiment
2008; SAGE Publishing; Volume: 103; Issue: 2 Linguagem: Inglês
10.2466/pr0.103.2.529-534
ISSN1558-691X
AutoresNicolas Guéguen, Marie Marchand, Alexandre Pascual, Marcel Lourel,
Tópico(s)Emotions and Moral Behavior
Resumo"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.
Referência(s)