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The foot-in-the-door compliance procedure: a multiple-process analysis and review
1Department of Psychology, Santa Clara University, CA, USA. jburger@scu.edu
Summary
The foot-in-the-door (FITD) technique influences social compliance through psychological processes like self-perception and commitment. Understanding these combined effects helps predict when FITD strategies will be successful.
Area of Science:
- Social Psychology
- Behavioral Science
Background:
- The foot-in-the-door (FITD) technique is a widely studied social compliance procedure.
- Previous research has identified several psychological mechanisms underlying FITD.
Purpose of the Study:
- To review research on the foot-in-the-door (FITD) technique.
- To identify and analyze the psychological processes involved in FITD manipulations.
- To determine the experimental conditions that optimize FITD effectiveness.
Main Methods:
- Literature review of relevant investigations.
- Analysis of meta-analyses on compliance behavior.
- Theoretical examination of psychological processes.
Main Results:
- Key psychological processes include self-perception, psychological reactance, conformity, consistency, attributions, and commitment.
- These processes collectively influence compliance behavior in FITD scenarios.
- The combined effects explain both successful and unsuccessful FITD outcomes.
Conclusions:
- The effectiveness of the foot-in-the-door technique is contingent on the interplay of multiple psychological processes.
- Identifying specific experimental conditions can enhance the success rate of FITD strategies.
- A comprehensive understanding of these mechanisms is crucial for applying FITD effectively.