Foot-in-the-Door as a Persuasive Technique
How the 'foot-in-the-door' technique is used as a compliance strategy.
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References
- Freedman, J.L. and Fraser, S.C. (1966). Compliance Without Pressure: The Foot-in-the-Door Technique. Journal of Personality and Social Psychology. 4(2). 195-202.
- Zanna, M.P., Olson, J.M. and Fazio, R.H. (1981). Self-Perception and Attitude-Behavior. Personality and Social Psychology Bulletin. 7(2). 252-256.
- Zuckerman, M., Iazzaro, M.M. and Waldgeir, D (1979). Undermining Effects of the Foot-in-the-Door Technique with Extrinsic Rewards. Journal of Applied Social Psychology. 9(3). 292-296.
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