Compliance with an Interview Request: A Foot-in-the-Door, Self-Perception Interpretation

Abstract

The foot-in-the-door technique, derived from a social-psychological concept which suggests that compliance with a relatively large request is significantly more likely to occur if preceded by compliance with a small request of the same genre, is extended to a marketing research application in the context of a 2X2 factorial design incorporating size of request and incentive. The “foot” phenomenon appears applicable to commercial settings and seems to be accounted for by self-perception theory.