Effectiveness of Multiple Request Strategies: A Synthesis of Research Results
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TL;DR
A synthesis of research results for bothFoot in the door and door in the face have been cited frequently as effective strategies for gaining compliance with behavioral requests and predictions about how the favorability of available information influences compliance are derived.
Abstract
Foot in the door and door in the face have been cited frequently as effective strategies for gaining compliance with behavioral requests. However, research efforts to confirm these two phenomena have produced mixed results. After deriving predictions about how the favorability of available information influences compliance, the authors report a synthesis of research results for both paradigms. Combined effect sizes across research results for several moderating variables are compiled. Implications for theoretical, empirical, and practical application of the syntheses are discussed.