When manipulation backfires: The effects of time delay and requester on the foot-in-the-door technique


Journal Article

We examined the effects of 2 variables on compliance rates within the foot-in-the-door procedure. Participants who agreed to a small request were presented with a larger request either immediately after the first request or 2 days later. The second request was presented either by the same person or by a different requester. Compared to a control group receiving only the large request, participants were more likely to agree to the second request in all experimental conditions except one. When the same requester presented the second request without delay, participants were less likely than the control group to agree to the target request. This latter condition represents a situation in which typical foot-in-the-door procedures can backfire on the requester.

Full Text

Duke Authors

Cited Authors

  • Chartrand, T; Pinckert, S; Burger, JM

Published Date

  • January 1, 1999

Published In

Volume / Issue

  • 29 / 1

Start / End Page

  • 211 - 221

International Standard Serial Number (ISSN)

  • 0021-9029

Digital Object Identifier (DOI)

  • 10.1111/j.1559-1816.1999.tb01382.x

Citation Source

  • Scopus