Modifying Socially-Conscious Behavior: The Foot-in-the-Door Technique

Carol A. Scott

101 citations0/0 files storedJournal of Consumer Research

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Psychology of Social Influence Environmental Education and Sustainability Behavioral Health and Interventions

Abstract

The results of a field experiment conducted to test the effectiveness of a behavioral influence strategy predicated on self-perception theory in producing persistent behavior change is reported here. The findings demonstrate the efficacy of this approach, but provide only modest support for the self-perception explanation of its effects.

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References

1973Undermining children's intrinsic interest with extrinsic reward: A test of the "overjustification" hypothesis.1937The Theory of the Estimation of Test Reliability 1975Determining the Characteristics of the Socially Conscious Consumer 1972The how and what of why: Some determinants and consequences of causal attribution.1972The Socially Conscious Consumer 1975Turning play into work: Effects of adult surveillance and extrinsic rewards on children's intrinsic motivation.1975Self-perception of intrinsic and extrinsic motivation.1970Influencing attitudes and changing behavior

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2003The Effects of Monetary Incentives and Labeling on the Foot-in-the-Door Effect: Evidence for a Self-Perception Process

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