"You're helpful" versus "that's clear". Social versus functional label in the foot-in-the-door paradigm

Valerie Fointiat1
1Université de Provence, France
Cite this article:  Fointiat, V. (2006). "You're helpful" versus "that's clear". Social versus functional label in the foot-in-the-door paradigm. Social Behavior and Personality: An international journal, 34, 461-466.

Volume 34 Issue 5 | e1490 | Published: June 2006 | DOI: https://doi.org/10.2224/sbp.2006.34.5.461

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In this experiment, the effect of 2 kinds of labels in the foot-in-the-door paradigm were tested. The first refers to what the individual is (social label); the second refers to the usefulness of the performed behavior (functional label). It appears that the social label increases compliance whereas the functional label decreases compliance. Taking into account the social versus the functional dimension, rather than the classical positive/negative dimension should open a new area in research into compliance and resistance to persuasion.

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