A more detailed version of this article can be requested from the author: Université de Provence, 29, Avenue R. Schuman 13621 Aix-en Provence Cedex France.
Short Research Note
Tabacco deprivation: The foot-in-the-door technique versus the low-ball technique†
Article first published online: 22 FEB 2006
Copyright © 1987 John Wiley & Sons, Ltd
European Journal of Social Psychology
Volume 17, Issue 3, pages 361–365, July/September 1987
How to Cite
Joule, R. V. (1987), Tabacco deprivation: The foot-in-the-door technique versus the low-ball technique. Eur. J. Soc. Psychol., 17: 361–365. doi: 10.1002/ejsp.2420170311
- Issue published online: 22 FEB 2006
- Article first published online: 22 FEB 2006
- Manuscript Revised: 25 NOV 1986
- Manuscript Received: 23 MAR 1986
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.