foot-in-the-door technique

Home » Classic Medicine » Psychiatry – Psychology » foot-in-the-door technique
foot-in-the-door technique2016-12-28T00:07:04+00:00

foot-in-the-door technique

PSYCHOLOGY

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. 

References www.as.wvu.edu/~sbb/comm221/chapters/twostep.htm
http://en.wikipedia.org/wiki/Foot-in-the-door_technique  

Leave A Comment

This site uses Akismet to reduce spam. Learn how your comment data is processed.