foot-in-the-door technique

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foot-in-the-door technique2016-12-28T00:07:04+00:00

foot-in-the-door technique


Definition A type of sequential request method of persuading an otherwise resistant person to perform a particular task. First a small request–the “set up” (getting one’s foot in the door) is made–which creates a bond between the requester and the requestee1. The first request is followed by larger “target” request2. Compliance with the first request–especially if the request is pro-social–predisposes requestees to comply with the second request. 

1As an example, requesting a person to sign a petition against drunk driving. 2As an example, calling for a taxi when the signer saw someone about to drive while inebriated. 


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