key term - Foot-in-the-door technique

Definition

The foot-in-the-door technique is a persuasion strategy that involves making a small request first, followed by a larger request. This method capitalizes on the principle of consistency, as individuals are more likely to agree to a bigger request after initially agreeing to a smaller one, which can influence attitude change and social behavior.

5 Must Know Facts For Your Next Test

1. The foot-in-the-door technique was first studied by Freedman and Fraser in 1966, demonstrating its effectiveness in increasing compliance rates.
2. This technique works on the psychological principle that once someone agrees to a small request, they are more likely to see themselves as helpful or agreeable individuals, leading them to comply with larger requests.
3. Research shows that the foot-in-the-door technique can lead to significant changes in attitudes over time, reinforcing the initial commitment made by individuals.
4. The effectiveness of this technique can vary based on the size of the initial request and the relationship between the requester and the individual being asked.
5. In contrast to the door-in-the-face technique, which starts with a large request followed by a smaller one, foot-in-the-door focuses on building compliance gradually through smaller requests.

Review Questions

• How does the foot-in-the-door technique utilize the principle of consistency to promote attitude change?
  • The foot-in-the-door technique leverages the principle of consistency by getting individuals to agree to a small request first. Once they have complied with this minor request, they feel a psychological pressure to maintain their self-image as agreeable or helpful people. This leads them to be more likely to comply with subsequent larger requests, as they seek consistency in their actions and beliefs.
• Compare and contrast the foot-in-the-door technique with the lowball technique in terms of their approaches to compliance.
  • The foot-in-the-door technique involves starting with a small request before moving on to a larger one, relying on the commitment made through the initial compliance. In contrast, the lowball technique begins with an attractive offer that is later changed to less favorable terms after agreement has been obtained. While both techniques aim to increase compliance, foot-in-the-door focuses on gradual commitment and consistency, whereas lowball takes advantage of initial excitement and commitment despite changes in terms.
• Evaluate the effectiveness of the foot-in-the-door technique across different contexts and demographics, and discuss potential limitations.
  • The foot-in-the-door technique has been shown to be effective in various contexts such as marketing, social campaigns, and charity solicitations. However, its effectiveness may vary based on demographic factors like age, cultural background, or individual personality traits. For instance, some individuals may resist being manipulated through this method due to a strong sense of autonomy or skepticism towards requests. Additionally, if the initial request is perceived as too trivial or insincere, it may undermine the likelihood of compliance with subsequent larger requests.

Related terms

Compliance:

Compliance refers to the act of conforming to a request or demand, often without internal agreement, which can be influenced by various social factors.

Conformity:

Conformity is the adjustment of one's behavior or beliefs to match those of others, often influenced by social norms and pressures.

Lowball Technique: The lowball technique is a persuasive tactic where an initial attractive offer is made to secure agreement, followed by a change to less favorable terms, exploiting commitment.