Best answer for – who came up with the foot in the door technique?

The foot-in-the-door technique was proposed by Jonathan L. Freedman and Scott C. Fraser in a social psychology study conducted in the late 1960s.

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The foot-in-the-door technique was first proposed by Jonathan L. Freedman and Scott C. Fraser in a ground-breaking social psychology study conducted in the late 1960s. This technique involves starting with a small request or action before making a larger request, thereby increasing the likelihood of compliance. Let’s delve into the details to understand this influential technique further.

Freedman and Fraser’s study, titled “Compliance without Pressure: The Foot-in-the-Door Technique,” aimed to explore the impact of initial small requests on subsequent compliance. They conducted multiple experiments to test their hypothesis, each involving two related requests made to participants. In the first request, participants were asked to perform a simple, low-impact action. Later, in the second request, participants were presented with a larger and more significant request. The researchers found that the compliance rate for the second request increased dramatically after participants had initially agreed to the smaller request.

To clarify the underlying mechanism, their findings suggested that people tend to align their later behaviors with their earlier decisions to maintain consistency in their self-perception. Once individuals commit to a small request, they perceive themselves as helpful or cooperative, making it more likely for them to comply with subsequent larger requests. This cognitive process is known as self-perception theory, which suggests that people infer their own attitudes and beliefs based on their behavior.

To reinforce the significance of the foot-in-the-door technique, let’s take inspiration from a quote by renowned social psychologist Robert Cialdini, who highlighted its effectiveness:

“The simple truth is that people will do almost anything for anyone who asks them to do it if they have already agreed to a smaller initial request.” – Robert Cialdini

Interesting facts about the foot-in-the-door technique:

1. The foot-in-the-door technique is a powerful tactic commonly used in sales, marketing, and social influence strategies, as it capitalizes on the innate human desire for consistency and self-perception.

2. This technique has been successfully employed in various real-life scenarios, such as promoting energy conservation by requesting individuals to take small environmentally-friendly actions before asking them to make more substantial commitments.

3. Freedman and Fraser’s initial study paved the way for numerous subsequent research studies exploring the foot-in-the-door technique and its variations, further validating its effectiveness.

4. Although the foot-in-the-door technique generally leads to increased compliance, it may not always work in certain situations or with highly skeptical individuals who are aware of the manipulation attempt.

Let’s summarize the main points in the table:

By employing the foot-in-the-door technique, individuals and organizations can harness the power of consistency and self-perception to influence behavior effectively. Understanding its principles can aid in various fields, ranging from sales and marketing strategies to promoting positive social change.

Video response to your question

The Foot-in-the-Door Technique is a strategy used by salespeople to persuade customers to make a purchase. By initially making a small request that is easy to say yes to, followed by a larger request, the technique taps into the principle of consistency, as people feel inconsistent if they deny a second request after accepting the first. The video highlights examples such as asking for donations or using free trials and low-priced vouchers to engage customers with a product or store. It emphasizes the importance of starting with a small request to prevent scaring customers away.

There are other opinions

The Foot in The Door Technique (FITD) 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.

This technique, which consists in preparing the participant with a small initial request before submitting a second one later on, was called the “Foot-in-the-Door” (FITD) technique by Freedman and Fraser (1966).

This theory was first put to the test by Freedman and Fraser (1966) in an experiment involving door-to-door salesmen. They asked one group of the door to door salesmen to make a small request, such as asking for customers’ email addresses, before making a larger request – like buying vacuum cleaners.

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