key term - Foot-in-the-Door Technique

Definition

The foot-in-the-door technique is a persuasion strategy where an individual is more likely to agree to a larger request after first agreeing to a smaller, related request. This approach leverages the human tendency to want to appear consistent in their behavior and commitments.

5 Must Know Facts For Your Next Test

1. The foot-in-the-door technique is a persuasion strategy that capitalizes on the human desire to appear consistent in their behavior.
2. The technique involves making a small, initial request that the target is likely to agree to, and then following up with a larger, related request.
3. Agreeing to the initial, smaller request can increase the likelihood of the target agreeing to the larger request, as they seek to maintain consistency in their actions.
4. The foot-in-the-door technique is often used in sales, marketing, and fundraising, where organizations or individuals aim to secure a commitment from the target.
5. The effectiveness of the foot-in-the-door technique has been demonstrated in numerous psychological studies, highlighting its power as a persuasion strategy.

Review Questions

• Explain how the foot-in-the-door technique leverages the principle of consistency to influence behavior.
  • The foot-in-the-door technique works by first getting an individual to agree to a small, initial request. This small commitment then makes the individual more likely to agree to a larger, related request later on. This is because people generally want to appear consistent in their behavior and maintain a positive self-image. By agreeing to the initial, smaller request, the individual creates a sense of commitment that they then feel compelled to uphold by complying with the larger request, even if they may not have agreed to it initially.
• Analyze the role of compliance and commitment in the effectiveness of the foot-in-the-door technique.
  • The foot-in-the-door technique relies on the principles of compliance and commitment to influence behavior. When an individual agrees to the initial, smaller request, they are demonstrating compliance. This compliance then leads to a sense of commitment, where the individual feels obligated to maintain consistency in their actions. The larger, subsequent request builds on this initial commitment, making the individual more likely to comply in order to uphold their previous commitment and appear consistent. The interplay between compliance and commitment is a key factor in the persuasive power of the foot-in-the-door technique.
• Evaluate the ethical considerations surrounding the use of the foot-in-the-door technique in various contexts, such as sales, marketing, or fundraising.
  • The use of the foot-in-the-door technique raises ethical concerns, as it can be seen as a form of manipulation that exploits the human tendency towards consistency. While the technique may be effective in securing compliance, it can also be viewed as a deceptive practice that undermines an individual's autonomy and decision-making. In the contexts of sales, marketing, or fundraising, the foot-in-the-door technique may be used to pressure individuals into making decisions they may not have made otherwise. This raises questions about the moral responsibility of those employing the technique and the potential harm it can cause to the target's well-being and financial interests. Ultimately, the ethical implications of the foot-in-the-door technique depend on the specific context and the potential consequences for the individuals involved.

Related terms

Compliance:

The act of agreeing to a request or demand, often due to social pressure or a desire to appear consistent.

Commitment:

A pledge or promise to take a certain action, which can influence future behavior and decision-making.

Consistency: The principle of behaving in a way that aligns with one's previous actions or stated beliefs, often to maintain a positive self-image.