Compliance in the foot-in-the-door technique as a function of issue similarity and persuasion

Clive Seligman1, Rick Miller1, Gwen Goldberg1, Linda Gelberd1, Nathan Clark1, Malcolm Bush1
1Northwestern University, United States
Cite this article:  Seligman, C., Miller, R., Goldberg, G., Gelberd, L., Clark, N., & Bush, M. (1976). Compliance in the foot-in-the-door technique as a function of issue similarity and persuasion. Social Behavior and Personality: An international journal, 4, 267-272.

Volume 4 Issue 2 | e142 | Published: August 1976 | DOI: https://doi.org/10.2224/sbp.1976.4.2.267

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We tested 2 alternative explanations for the foot-in-the-door phenomenon, predicting that agreement to a small request would lead to greater compliance with a large request only when the initial and final requests were concerned with the same issue. It was also predicted that there would be no difference in compliance with the large request between the dissimilar and similar conditions. It was found that the issue similarity variable had no effect on compliance. However, within the similar issue condition there was a cumulative effect of persuasive message and small request.
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