title: Foot-in-the-door technique using a courtship request: a field experiment.
abstract: "Foot-in-the-door" is a well-known compliance technique which increases compliance to a request. Many investigations with this paradigm have generally used prosocial requests to test its effect. Evaluation of the effect of foot-in-the-door was carried out with a courtship request. 360 young women were solicited in the street to accept having a drink with a young male confederate. In the foot-in-the-door condition, before being solicited to have a drink, the young woman was asked to give directions to the confederate or to give him a light for his cigarette. Analysis showed foot-in-the-door was associated with greater compliance to the second request. The theoretical implication of such results with this nonprosocial request are discussed.
authors.affiliation: Université de Bretagne-Sud, UFR LSHS, Lorient, France. nicolas.gueguen@univ-ubs.fr
authors.forename: Nicolas
authors.initials: N
authors.lastname: Guéguen
authors.forename: Marie
authors.initials: M
authors.lastname: Marchand
authors.forename: Alexandre
authors.initials: A
authors.lastname: Pascual
authors.forename: Marcel
authors.initials: M
authors.lastname: Lourel
mesh_terms: D000293:Adolescent; D000328:Adult; D005260:Female; D006801:Humans; D008297:Male; D011582:Psychological Theory; D012725:Sexual Behavior / Q000523:psychology; D012919:Social Behavior; D011795:Surveys and Questionnaires