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Abstract

The present experiment was aimed at comparing the efficiency of the foot-in-the-door technique (Freedman and Fraser, 1966) to that of the low-ball technique (Cialdini Bassett, Cacioppo and Miller, 1978). Subjects were requested to abstain from smoking for 18 hours. The results demonstrated the superiority of the low-ball technique. An original method of operationalizing the low-ball technique (the use of intermediate behaviours) is presented herein.