Compliance without pressure: Some further data on the foot-in-the-door technique

Abstract A replication of the Freedman and Fraser (1966) “foot-in-the-door” technique was attempted in which subjects were exposed to one of two prior requests and were then asked to comply with a larger request. The results showed that subjects receiving prior requests complied with the larger request significantly more often than did control subjects. The mechanism by which the technique operates was discussed.