16 Questions
What was the title of the study conducted by Freedman and Fraser as mentioned in the text?
Compliance Without Pressure: The Foot In The Door Technique
How many homeowners were involved in the study by Freedman and Fraser?
112
What was the initial small favor asked of the homeowners in the study?
To sign a petition
Why did many homeowners comply with the initial small request in the study?
They believed in the cause of safe driving
What organization did the individuals claim to be from when contacting the homeowners two weeks later?
Citizens For Safe Driving
How did the homeowner's initial compliance with a small request relate to the 'Foot In The Door' technique?
It set the stage for compliance with a larger request
What was the compliance rate in the Control Group when participants were asked to hang up a large sign without a small request first?
17 percent
Why do many scientists believe the Foot In The Door technique works?
Because it tricks participants into thinking they are being consistent with their beliefs.
What was the title of the study by French scientists Gueguen and Fischer-Lokou?
Sequential Request Strategy: Effect on Donor Generosity
How many passersby were approached in the study by Gueguen and Fischer-Lokou?
3284 passersby
What was the compliance rate in the Foot In The Door group when participants were asked for money after agreeing to tell the time?
43 percent
Why does compliance to a small request like hanging a small sign change our attitude towards a topic?
It makes a public statement that the topic is important to us.
What was the compliance rate in the Control Condition when participants were immediately asked for money without a small request first?
28 percent
How did the Foot In The Door technique impact the compliance rate in Gueguen and Fischer-Lokou's study?
It significantly increased compliance rates.
What did the large sign mentioned in the text say?
Drive Carefully
What is one reason mentioned in the text for why people fall for the Foot In The Door technique?
To maintain a perception of consistency.
Study Notes
The "Foot In The Door" Technique
- A popular influence technique used to secure compliance to a larger request by first asking a smaller, more trivial request.
- This technique is often introduced with a study by Freedman and Fraser, "Compliance Without Pressure: The Foot In The Door Technique," published in the Journal of Personality and Social Psychology.
The Study by Freedman and Fraser
- 112 homeowners were asked to perform a small favor: sign a petition or display a small sign (3 inches square) that read "Be a safe driver!" in their window or on their car.
- Many homeowners complied with this small request.
- Two weeks later, the same homeowners were asked to display a much larger sign (which obscured their front door and was poorly lettered) that read "Drive Carefully".
- The compliance rate was over 50% for those who had previously agreed to the small request, but only 17% for those who were asked only once to display the large sign (Control Group).
Why the Foot In The Door Technique Works
- Compliance to the small request changes our self-perception, making us more likely to agree to subsequent larger requests that align with our new self-image.
- We want to present ourselves as consistent and strong in our convictions, making it harder to say no to subsequent requests.
Recent Research: The Study by Gueguen and Fischer-Lokou
- Published in the Journal of Social Psychology, the study "Sequential Request Strategy: Effect on Donor Generosity" demonstrated the effectiveness of the Foot In The Door technique in a large-scale study.
- 3284 passersby in a French city were approached by 164 psychology students, who used two strategies: the Foot In The Door technique (starting with a small request, "What time is it?", followed by a larger request for money) and a Control Condition (immediately asking for money).
- The Foot In The Door technique resulted in a 43% compliance rate, significantly higher than the 28% compliance rate in the Control Condition.
Explore the concept of the 'Foot In The Door' technique, a popular influence method often discussed in Social Psychology textbooks. Learn about the study by Freedman and Fraser, 'Compliance Without Pressure: The Foot In The Door Technique', which examined the effectiveness of this strategy on 112 homeowners.
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