Compliance Employing a Combined Foot-in-the-Door and Door-in-the-Face Procedure

Abstract

The foot-in-the-door procedure increases compliance for a desired target request by making an easier first request. In the door-in-the-face procedure, compliance is increased by first making an extremely hard request and following this with a target request, the one actually desired. The current study combined both of these procedures and formulated a new compliance technique consisting of two initial requests to precede the target request. Three hundred and eighty subjects selected at random from the telephone directory were called to test the new compliance procedure. The results showed that compliance was significantly greater for the new combination method when compared with both other methods. The theoretical model developed to devise and explain the new method also received support.