Journal ArticleDOI
Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood.
Robert B. Cialdini,Karen Ascani +1 more
About:
This article is published in Journal of Applied Psychology.The article was published on 1976-06-01. It has received 125 citations till now. The article focuses on the topics: Compliance (psychology) & Social perception.read more
Citations
More filters
Journal ArticleDOI
The Foot-in-the-Door Compliance Procedure: A Multiple-Process Analysis and Review
TL;DR: It is argued that the combined effects of these processes can account for successful FITD demonstrations as well as studies in which the technique was ineffective or led to a decrease in compliance.
Journal ArticleDOI
Why do they give the gift of life? A review of research on blood donors since 1977
TL;DR: The number of eligible donors will continue to go down as more restrictions and tests are added, and the authors stated that, based on deferral for a single homosexual encounter, deferrals could possibly be even higher than t h i ~ .
Journal ArticleDOI
Gift giving: An interdisciplinary review
Adrian Sargeant,Lucy Woodliffe +1 more
TL;DR: The issue of why individuals choose to support charity has been the focus of considerable research in the disciplines of economics, psychology, social psychology, sociology, anthropology and more recently, management and marketing as discussed by the authors.
Journal ArticleDOI
Sequential-request persuasive strategies: Meta-analysis of foot-in-the-door and door-in-the-face.
TL;DR: In this article, a meta-analysis of the foot-in-the-door (FITD) and door-in the face (DITF) literatures showed both effects to be small (r =.17,.15 respectively).
Journal ArticleDOI
Blood donation is an act of benevolence rather than altruism.
TL;DR: The benevolence hypothesis is supported, suggesting that blood donor motivation is partly selfish, and blood donation campaigns should focus on benevolent rather than purely altruistic messages.
References
More filters
Journal ArticleDOI
Compliance without pressure: The foot-in-the-door technique.
TL;DR: Significant evidence is produced that greater external pressure generally leads to greater compliance with the wishes of the experimenter, and the one exception appears to be situations involving the arousal of cognitive dissonance.
Journal ArticleDOI
Reciprocal Concessions Procedure for Inducing Compliance: The Door-in-the-Face Technique
Robert B. Cialdini,Joyce E. Vincent,Stephen K. Lewis,Jose Catalan,Diane Wheeler,Betty Lee Darby +5 more
TL;DR: Freedman and Eraser as mentioned in this paper investigated the foot-in-the-door technique as a procedure for inducing compliance with a request for a favor and found that compliance with the first request substantially increases the likelihood of compliance with subsequent, larger requests.
Journal ArticleDOI
Effects of extremity of offers and concession rate on the outcomes of bargaining.
Journal ArticleDOI
To comply or not comply: testing the self-perception explanation of the "foot-in-the-door" phenomenon.
Mark Snyder,Michael Cunningham +1 more
TL;DR: A field experiment was conducted to test the self-perception explanation of the "foot-in-the-door" phenomenon of increased compliance with a substantial request after prior Compliance with a smaller demand.
Journal ArticleDOI
Compliance without pressure: Some further data on the foot-in-the-door technique
TL;DR: In this paper, 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.