Foot-in-the-door and door-in-the-face: a comparative meta-analytic study.
The so-called foot-in-the-door and door-in-the-face techniques have been generally considered as procedures which may consistently influence others' behavior. This study compared efficiency (in terms of compliance rates with various target requests) of both techniques using meta-analysis. It is based on the accumulated studies directly comparing foot-in-the-door (n=22, subjects= 1581) and door-in-the-face (n=22, subjects= 1611) under a similar target request. Analysis indicated no significant differences in efficiency between the paradigms.
Pascual
Alexandre
A
Université de Bordeaux 2, Equipe Psychologie Sociale des Insertions, 33076 Bordeaux cedex, France. alexandre.pascual@libertysurf.fr
Guéguen
Nicolas
N
D006801:Humans; D015279:Organizational Culture; D011593:Psychology, Social / Q000379:methods*; D012919:Social Behavior