title: A health fundraising experiment using the "foot-in-the-door" technique.
abstract: Foot-in-the-door (FITD) involves obtaining compliance with a small request to boost compliance with a larger request. Only a few studies to date have tested the technique in health and fundraising contexts, and even fewer have examined the psychological processes involved. To address these gaps, we conducted an experiment as an actual fundraiser for a cancer-awareness organization. The technique activated a self-concept as a supporter of cancer awareness among those in the FITD condition. Donation amount was also higher among those in FITD, but only among those with higher levels of worry and low to moderate levels of preference for consistency.
authors.affiliation: a School of Media and Journalism , University of North Carolina , Chapel Hill , North Carolina , USA.
authors.forename: Maria Leonora Nori G
authors.initials: ML
authors.lastname: Comello
authors.affiliation: b The Media School , Indiana University , Bloomington , Indiana , USA.
authors.forename: Jessica Gall
authors.initials: JG
authors.lastname: Myrick
authors.affiliation: a School of Media and Journalism , University of North Carolina , Chapel Hill , North Carolina , USA.
authors.forename: April Little
authors.initials: AL
authors.lastname: Raphiou
mesh_terms: D000293:Adolescent; D000328:Adult; D005260:Female; D005653:Fund Raising / Q000379:methods*; D006293:Health Promotion; D006801:Humans; D008297:Male; D008875:Middle Aged; D009369:Neoplasms / Q000517:prevention & control; D012649:Self Concept
keywords: Compliance; foot-in-the-door; fundraising; persuasion; self-concept