Fifteen Years of Foot-in-the Door Research

Abstract

Meta-analyses were performed on research investigating the foot-in-the-door phenomenon. A total of 120 experimental groups were examined, as well as a subset of the research considered to be pure tests of the foot-in-the-door hypothesis. The statistical combinations were consistent in indicating that the phenomenon, although replicable, is weak and not nearly as robust as assumed. Nearly half of the studies either produced no effects or effects in the wrong direction. The common self-perception explanation was found to be imprecise in leading to clear predictions; nevertheless, data were presented that have implications for the theory. A number of potentially mediating variables were examined. New theorctical development and clarification of underlying proceses are needed.