Testing Two Cognitive Explanations for Sequential Request Efficacy (foot-in-the-Door, Door-in-the-Face, Adaptation Level, Manipulation)
Although previous studies of the foot-in-the-door and the door-in-the-face techniques of interpersonal influence have established the effectiveness of these sequential request strategies, communication researchers have not discovered an adequate conceptual framework for explaining their compliance enhancing properties. Existing theories have either been (1) falsified in various studies, (2) not applied to both techniques, or (3) not sufficiently tested in the paradigm. The present study examines the empirical support for the perceptual contrast and "mindlessness" explanations for sequential request efficacy. Even though substantially higher compliance with various types of requests was obtained through the use of the foot-in-the-door and the door-in-the-face techniques, measures of underlying cognitions failed to support either explanation of their effectiveness. Possible shortcomings of the present research are discussed and a number of suggestions for future replications and research are suggested.
University of Illinois - Urbana-Champaign
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University of Illinois at Urbana-Champaign