Foot-in-the-door technique

For 1979 album by Russell Morris, see Foot in the Door (album).
For Italian deposit guarantee scheme, see Fondo Interbancario di Tutela dei Depositi.

Foot-in-the-door (FITD) technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first.[1][2][3]

This technique works by creating a connection between the person asking for a request and the person that is being asked. If a smaller request is granted, then the person who is agreeing feels like they are obligated to keep agreeing to larger requests to stay consistent with the original decision of agreeing. This technique is used in many ways and is a well-researched tactic for getting people to comply with requests. The saying is a reference to a door to door salesman who keeps the door from shutting with his foot, giving the customer no choice but to listen to the sales pitch.[4]

  1. ^ Freedman, J. L.; Fraser, S. C. (1966). "Compliance without pressure: The foot-in-the-door technique". Journal of Personality and Social Psychology. 4 (2): 195–202. doi:10.1037/h0023552. PMID 5969145. S2CID 18761180.
  2. ^ Burger, J. M. (1999). "The Foot-in-the-Door Compliance Procedure: A Multiple-Process Analysis and Review". Personality and Social Psychology Review. 3 (4): 303–325. doi:10.1207/s15327957pspr0304_2. PMID 15661679. S2CID 1391814.
  3. ^ Dillard, J. P. (1990). "Self-Inference and the Foot-in-the-Door Technique Quantity of Behavior and Attitudinal Mediation". Human Communication Research. 16 (3): 422–447. doi:10.1111/j.1468-2958.1990.tb00218.x.
  4. ^ Ayto, Crofton, John, Ian (2006). Brewer's Dictionary of Modern Phrase and Fable. Weidenfeld & Nicolson. ISBN 9780550105646.{{cite book}}: CS1 maint: multiple names: authors list (link)