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Compliance with an Interview Request: A Foot-in-the-Door, Self-Perception Interpretation

1977; SAGE Publishing; Volume: 14; Issue: 3 Linguagem: Inglês

10.1177/002224377701400312

1547-7193

Peter H. Reingen, Jerome B. Kernan,

Consumer Retail Behavior Studies

The foot-in-the-door technique, derived from a social-psychological concept which suggests that compliance with a relatively large request is significantly more likely to occur if preceded by compliance with a small request of the same genre, is extended to a marketing research application in the context of a 2X2 factorial design incorporating size of request and incentive. The “foot” phenomenon appears applicable to commercial settings and seems to be accounted for by self-perception theory.