Differential Perception of Source Legitimacy in Sequential Request Strategies

Abstract Foot-in-the-door (FITD) and door-in-the face (DITF) techniques were compared in a telephone survey that also sought to assess how legitimate the source of the request seemed to the respondents. Calls were made to 120 Americans by an interviewer from a fictitious private consulting firm, using a source name designed to have low perceived legitimacy. It had been expected from previous research that only the FITD technique would successfully produce compliance under these circumstances, and that the FITD compilers would also yield higher ratings of the source's legitimacy than either the DITF or a control. This prediction was confirmed, but some evidence suggested that the source legitimacy question in the procedure also affected the compliance level of DITF subjects.