A meta-analysis of findings from 22 studies comparing the DITF and FITD techniques indicated that there were no significant differences in effectiveness of the two techniques. Overall, they both produced similar rates of compliance across many studies that employed comparable target requests.
Although foot-in-the-door was found to be more effective than door-in-the-face, contrary to expectations the behavioral compliance rate was not significantly different from control outcomes. The implications of these findings are discussed.
The foot-in-door phenomenon is so successful because people perceive subsequent requests as an extension of the original request, not as separate things.
In the foot-in-the-door (FITD) technique smaller requests are asked in order to gain compliance with larger requests, while door-in-the-face (DITF) works in the opposite direction, where larger requests are asked, with the expectation that it will be rejected, in order to gain compliance for smaller requests.
The "foot-in-the-door" technique works because once someone agrees to a small request, they perceive themselves as consistent individuals and are more likely to comply with a larger request to maintain that self-perception of being consistent with their earlier action.
The foot-in-the-door technique is a persuasion tactic that starts with a modest request, then follows up later with a larger request, in order to increase the chances of succeeding with the larger request. It's the opposite of high-pressure sales that go straight for a signature on the dotted line.
The door-in-the-face technique is a persuasive strategy that involves making a large, unreasonable request first, followed by a smaller, more acceptable one. The idea is that the contrast between the two requests makes the second one seem more reasonable and appealing, increasing the likelihood of compliance.
The foot-in-the-door technique is a way to get someone to agree to something by first having them agree to a smaller, less committal request. When a person says yes to a small request, they often feel compelled to agree to bigger requests afterwards, as they've already made a commitment.
Results show that participants were more likely to comply for friends than strangers, the DITF technique had greater compliance overall than a small request alone, and the DITF technique had larger increases in compliance for strangers.
The foot-in-the-door technique is a classic psychological principle used in persuasion. It suggests that if a person first agrees to a small request, they are more likely to comply with a larger request later.
Just world hypothesis – The belief that good things happen to good people and bad things happen to bad people.
Self-perception theory, which is the idea that the preliminary request in the foot in the door technique makes people feel like they are being helpful and caring toward others, increasing the likelihood that they'd want to comply with the second request.
The average number of conversions from D2D sales is 2% of leads, though efficient sales reps will see much higher rates.
Theory of the Door-in-the-Face Technique
If Person A were to ask a huge favor of Person B that Person B could not agree to, Person B would be more likely to then agree to do Person A a slightly smaller favor instead.
The best place to position an internal door is on the longest wall in the room. This will create an unobstructed path through the space and make it feel more open. If there's a window on the wall, the door can be positioned to the side.
It is based on the accumulated studies directly comparing foot-in-the-door (n=22, subjects= 1581) and door-in-the-face (n=22, subjects= 1611) under a similar target request. Analysis indicated no significant differences in efficiency between the paradigms.
Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. Studies have shown that this approach is more successful than when the less favorable request is made directly.
It's called the “dead man's position,” as positioning feet towards the door resembles how the deceased are carried through open doors, bringing bad luck. Vastu Shastra is an Indian architectural system for design, which also asserts one should not sleep directly in front of a door.
Lesson Summary. The foot-in-the-door technique is when a small request is initially made in order to get a person to later agree to a bigger request. An example of this is when a friend asks to borrow a small amount of money, then later asks to borrow a larger amount.
a two-step procedure for enhancing compliance in which a minor initial request is presented immediately before a more substantial target request. Agreement to the initial request makes people more likely to agree to the target request than would have been the case if the latter had been presented on its own.
idiom. : to make the first step toward a goal by gaining entry into an organization, a career, etc. He took a job as a secretary to get his foot in the door.
The foot-in-the-door technique (or FITD) is a strategy used to persuade people to agree to a particular action, based on the idea that if a respondent will comply with an small initial request then they will be more likely to agree to a later, more significant, request, which they would not have agreed to had they been ...
Overall, the study results seem to suggest that using the door in the face technique, and perhaps other persuasion techniques, could backfire if your counterpart senses that you have attempted to manipulate him or her. The findings suggest a note of caution to drawing simplistic conclusions from Cialdini's 1975 study.
True Explanation: 1. The door-in-the-face technique is a persuasion method where a large request is made first, which is usually refused, followed by a smaller, more reasonable request. This technique is based on the concept that people are more likely to agree to a smaller request after they have refused a larger one.