Preparation of this article was made possible by a research grant from the Polish Ministry of Science and Higher Education (1343/H03/2006/31). The author thanks the anonymous reviewers for their helpful comments on previous versions of the article.
A Rock or a Hard Place: The Foot-in-the-Face Technique for Inducing Compliance Without Pressure1
Article first published online: 21 JUN 2011
© 2011 Wiley Periodicals, Inc.
Journal of Applied Social Psychology
Volume 41, Issue 6, pages 1514–1537, June 2011
How to Cite
DOLINSKI, D. (2011), A Rock or a Hard Place: The Foot-in-the-Face Technique for Inducing Compliance Without Pressure. Journal of Applied Social Psychology, 41: 1514–1537. doi: 10.1111/j.1559-1816.2011.00758.x
- Issue published online: 21 JUN 2011
- Article first published online: 21 JUN 2011
Situations in which the formulation of a target request is preceded by another request are a frequent field of research for social psychologists. So far, however, increased compliance with the target request has been found in conditions in which the initial request was either easier than the target request and was fulfilled (i.e., foot-in-the-door technique) or more difficult and was rejected (i.e., door-in-the-face technique). In the series of 3 field studies presented in this article, it is shown that increased compliance with the final request can also be observed when the initial request has more or less the same degree of difficulty as the final request.