• Entry
  • Reader's guide
  • Entries A-Z
  • Subject index

Foot-In-The-Door Technique

Definition

The foot-in-the-door is an influence technique based on the following idea: If you want someone to do a large favor for you, get him or her to do a small favor first. The power of the foot-in-the-door stems from its ability to start with a small, innocuous request and move on to a large, onerous request.

Evidence

In one of the first scientific tests of the foot-in-thedoor, psychologists Jonathan L. Freedman and Scott C. Fraser began with a very small request: They had a researcher go door to door in the California suburb of Palo Alto and ask homeowners to put a small sign in their windows that said “Be a safe driver.” Why would anyone say no to such an innocuous request? After all, who's against ...

    • Loading...
    locked icon

    Sign in to access this content

    Get a 30 day FREE TRIAL

    • Watch videos from a variety of sources bringing classroom topics to life
    • Read modern, diverse business cases
    • Explore hundreds of books and reference titles