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Abstract
Research has shown that individuals comply more readily to a monetary request made by a solicitor if the request disrupts the refusal script or if it is perceived as a legitimate request. We tested the effect of a new technique called the foot-in-the-hand technique (FITH), whereby solicitors requested money while holding a few coins in their hand. Findings show that the presence of money increased compliance with the request (Study 1), particularly when a reason for solicitation was added (Study 2). When the requesters stated that they were close to reaching the sum necessary to buy a particular product, more compliance was obtained (Study 3). A goal-oriented explanation was used to interpret the effect of the FITH technique.
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Disclosure statement
No potential conflict of interest was reported by the author.