The foot-in-the-door technique is a compliance tactic that aims to get a person to agree to a large request by first having them agree to a smaller, more modest one. Once a person grants the smaller request, they tend to feel obligated to keep agreeing to larger ones, a pattern the term borrows from door-to-door salesmen who would keep a customer's door from shutting with a foot so the customer had no choice but to hear the full sales pitch.
Facts
Core ClaimAgreeing to a modest request first makes a person more likely to agree to a large request. 1 First Described Year Classification
Type of PhenomenonSocial or Interpersonal Phenomenon 1 Sources
1. Foot-in-the-Door Technique - Wikipedia
Overview
Foot-in-the-door (FITD) technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first.
History (year)
The foot-in-the-door technique was first coined by Johnathan Freedman and Scott Fraser of Stanford University in 1966, when they conducted a study to try and prove this theory of granting smaller requests can lead to agreeing to larger requests.
lead section, phenomenon-kind classification
Foot-in-the-door (FITD) technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first.
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