SEQUENTIAL-REQUEST PERSUASIVE STRATEGIES.

James Price Dillard · John E. Hunter · Michael Burgoon

240 citations0/0 files storedHuman Communication Research

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Psychology of Social Influence Social and Intergroup Psychology Behavioral Health and Interventions

Abstract

Meta-analysis of the foot-in-the-door (FITD) and door-in-the-face (DITF) literatures showed both effects to be small (r = .17, .15 respectively), even under optimal conditions. Both require aprosocial topic in order to work. The amount of time between the first and second requests plays a different role in the operation of each of the two strategies. DITF was effective only when the delay between requests was brief. Effectiveness of FITD was unrelated to delay, but did depend on whether or not an incentive was provided with the first request. The positive relationship between effort and FITD predicted by self-perception theory was not found. Self-perception theory and reciprocal concessions theory, the theoretical perspectives usually applied to FITD and DITF respectively are examined in light of the findings and it is concluded that both are flawed seriously. Directions for future research are suggested.

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1956The Presentation of Self in Everyday Life.2023The Presentation of Self in Everyday Life 1960The Norm of Reciprocity: A Preliminary Statement 1972Self-Perception Theory 1982Meta-analysis in social research 1967Self-perception: An alternative interpretation of cognitive dissonance phenomena.1977Meta-analysis of psychotherapy outcome studies.1966Compliance without pressure: The foot-in-the-door technique.

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