Sequential requests and organ donation

The author investigated the effectiveness of the foot-in-the-door technique as a method of increasing participants' intention to become organ donors. The participants who agreed to a 1st request were presented with a larger request either immediately or 3 days later. The 2nd request was presented either by the same requester or by a different requester. Compared with a control group receiving only the 2nd request, a significant foot-in-the-door effect emerged in all conditions except 1 (same requester-immediate request), in which the participants showed neither more nor less intention to become organ donors than did the control group.     

Sequential Requests and Organ Donation

Abstract

The author investigated the effectiveness of the foot-in-the-door technique as a method of increasing participants' intention to become organ donors. The participants who agreed to a 1st request were presented with a larger request either immediately or 3 days later. The 2nd request was presented either by the same requester or by a different requester. Compared with a control group receiving only the 2nd request, a significant foot-in-the-door effect emerged in all conditions except 1 (same requester-immediate request), in which the participants showed neither more nor less intention to become organ donors than did the control group.     

Appearance (ethnic origin) of requester affects the foot-in-the-door technique

A study was designed to examine the effect of the appearance of the requester within one of the variants of the foot-in-the-door paradigm, that is, the foot-in-the-door with implicit demand described by Uranowitz in 1975. A confederate (Black vs. Blanc vs. Beur2) approached the participant in a park and presented a small request. Three steps further, the confederate "accidentally" dropped 30 sheets of paper. Whether or not the participant helped the confederate in retrieving the dropped pamphlets was recorded as the implicit dependent variable. The foot-in-the-door effect was observed solely when the requester was Blanc. This result shows that the foot-in-the-door effect is not as strong as the literature suggests and undermines the usual interpretations of the foot-in-the-door effect in terms of self-perception and commitment.     

Prejudice Against a Progay Man in an Everyday Situation: A Scenario Study1

A scenario study was performed to investigate whether people in the street would be less likely to respond positively to a stranger's request for a small favor if the stranger wore a T-shirt bearing a progay slogan. One hundred and eighteen female and 112 male participants were each presented with six scenarios, all of which asked them to imagine being approached by a person requesting change for a banknote. The dependent variable in the study was the participant's judgment, on a 7-point scale, of how likely he or she would be to help. Five of the scenarios were included as distractors. In the critical scenario, the requester was described as wearing a plain T-shirt or one with either a progay or a control slogan printed on it. The male participants in the progay condition showed a significantly lower level of help than those in either of the control groups. The antigay pattern, however, was not obtained in the responses of the female participants. The results are discussed with reference to other findings in the literature, and their implications for people's responses to progay persons in everyday life are considered.     

Effects of Compliance Techniques on Spontaneous and Asked-For Helping

Abstract

American college students (N = 90) were exposed to either a foot-in-the-door (small request followed by large request) or door-in-the-face (large request followed by small request) compliance manipulation, or to a control situation, prior to an opportunity to provide either spontaneous help or asked-for help. Results showed faster helping in the asked-for condition relative to the spontaneous condition. Moreover, in the spontaneous condition, the door-in-the-face technique produced faster helping than the foot-in-the-door or control manipulations. The findings support prior contentions of distinctions between the two types of helping and imply that they operate under different mechanisms.     

Undermining Effects of the Foot-in-the-Door Technique with Extrinsic Rewards

The self-perception explanation of the foot-in-the-door technique suggests that a person who complies with a small request infers that he or she is the kind of generous individual who is more likely to comply with a larger demand. It was hypothesized that individuals who are promised a monetary reward for their compliance with a small request are not more likely to comply with a larger demand because they cannot perceive themselves as generous persons. To test this hypothesis, subjects were presented with a small request (a 5-minute telephone interview) followed, 2 or 3 days later, by a larger demand (a 25-minute telephone interview). Some of the subjects were promised a monetary reward for their compliance with a small request (pay condition) while others were not promised a reward (no-pay condition). Results showed that rate of compliance in the no-pay conditon (64.3%) was significantly higher than rate of compliance in either a no-initial-request control condition (45.0%) or the pay condition (33.3%). The difference in rate of compliance between the control condition and the pay condition was not significant.     

Consistency-based compliance: when and why do children become vulnerable?

This study examines the nature and development of behavioral consistency pressures in children. Specifically, we examined the effectiveness of the foot-in-the-door procedure in producing consistent prosocial behavior and self-attributions in kindergartners and second and fifth graders. Children were either induced to comply with a request to share prize coupons or were not given this initial prosocial experience. Those who complied either were labeled as helpful by an adult or were not. Later, children were given the opportunity to help under public or private circumstances. Moreover. children's understanding of trait stability, their internal preference for consistent behavior, and their belief that adults prefer behavioral consistency were assessed. Consistent responding began to occur within the foot-in-the-door procedure in the second grade, and this developmental shift was paralleled by a shift in children's understanding of trait stability. Furthermore, once the foot-in-the-door effect appeared among the second and fifth graders, its strength was significantly affected by the children's internal preference for consistency.     

Blood donation and the foot-in-the-door technique: a limiting case.

Three experiments testing the effectiveness of the foot-in-the-door technique for recruiting blood donors consistently failed to demonstrate that this procedure influences either verbal or behavioral compliance, suggesting that the generality of the foot-in-the-door phenomenon is limited. Experiment 1 attempted to demonstrate that an earlier failure of this technique was due to poor operationalization rather than to the magnitude of the critical request or to the invalidity of the phenomenon, but it failed to do so. Experiment 2, designed to more closely resemble other foot-in-the-door studies by using telephone contacts and an initial request for persons to answer questions, was conducted to examine other possible explanations for the two previous failures. This experiment also failed to show any foot-in-the-door effect. Experiment 3 was a conceptual replication of Experiment 2 but used personal contacts. One apparent foot-in-the-door effect emerged in this case, but it was more likely due to a factor other than the experimental treatment. It is concluded that although the foot-in-the-door procedure may indeed influence verbal compliance with requests for minimal forms of aid, it probably will not significantly affect people's willingness to comply with more substantial requests involving behaviors that are psychologically costly to perform.     

Raising the Price of Agreement: Public Commitment and the Lowball Compliance Procedure1

Three studies examined the effect on compliance when a requester raises the price of the request. Participants in Experiment 1 were told that they would receive a free coffee mug for donating money to a fundraiser but were interrupted before they could respond and were told that the fundraisers were out of mugs. These participants were less likely to donate money than a group told nothing about the mugs. Experiments 2 and 3 compared this interruption procedure with the lowball procedure, which also uses a small‐to‐large price progression. The results from these two studies indicate that allowing people to respond to the initial price is critical for producing the lowball effect. Without a statement of public commitment, the small‐to‐large price progression led to a decrease rather than an increase in compliance relative to a control group.     

Benevolent sexist beliefs predict perceptions of speakers and recipients of a term of endearment

This study examined how endorsement of benevolent sexist ideologies predicts perceptions of requesters who use a term of endearment and of the female addressees who comply with their requests. Undergraduate women who previously completed the Benevolent Sexism Scale as part of the Ambivalent Sexism Inventory were randomly assigned to one of four groups. They watched one of four videos in which a female addressee responded to a request that either included or did not include the term of endearment "hon"; the requester was either male or female. Participants then rated both actors' social likeability. Among participants who watched a woman respond to a female requester who addressed her with the term "hon," benevolent sexism scores predicted liking for the female responder and disliking of the female requester. Findings reflect the dissatisfaction of women who are high in benevolent sexism with women who act outside of traditional gender role expectations.     

The lure technique: Generalization and moderating effects

IntroductionThe lure technique, first studied by Joule, Gouilloux and Weber (1989), involves three stages: (1) an individual is led to make a rewarding decision to realize a given behavior; (2) he is informed of the impossibility of realizing this behavior; (3) we propose making a new less rewarding decision based on another behavior (target-request).ObjectiveFive experiments are presented in this paper that tested the effect of the delay between the two requests, whether the same experimenter or a further made the second request and whether the two requests concerned or not the same specific goal.Method and resultsIn the experiments, the rewarding decision deals with participating in a paid and interesting research project (viewing a video before answering a questionnaire) and the target-request concerns participating in an unpaid and more tedious research project (copying symbols). As expected, the participants subjected to the lure technique were significantly more numerous to accept the target-request than the participants in the control group. This effect was obtained independently of the sex of the experimenter and the participants (Experiment 1), whether the same experimenter successively makes the first and second request or the two requests are made by two different experimenters (Experiment 2). It was also obtained when the initial request and the target-request do not concern the same specific goal (Experiment 3), but it is no longer obtained when a delay separates the target-request from the announcement of the impossibility of carrying out the first decision (Experiments 4 and 5).ConclusionThe discomfort aroused by the fact of not being able to carry out the first request and pressure to reduce such discomfort was used to explain the lure technique effect.     

An application of the foot in the door technique to organ donation

The extent to which the size of an initial request related to organ donation could be reduced when using the foot-in-the-door technique was investigated. After being asked to comply with an initial request to complete a questionnaire related to organ donation having either 5, 10, 15, or 20 items or not being asked to complete the questionnaire, subjects indicated their willingness to become an organ donor. In addition to replicating earlier research, the results indicated that the original 20-item questionnaire could be reduced to five items without losing its effectiveness to increase willingness to become an organ donor when compared to the no-request condition. The implications of the foot-in-the-door technique for medical volunteering in general and suggestions for future research are also discussed.     

Claw-in-the-door: pigeons,like humans,display the foot-in-the-door effect

Animal Cognition - People are more likely to comply with a large request when it is preceded by another, smaller request, and this is known as the “foot-in-the-door” (FITD). The FITD...     

A Relational Obligations Approach to the Foot-In-The-Mouth Effect

An earlier study by Howard (1990) employed a "foot-in-the-mouth" approach (FITM) to increase the frequency of compliance with charitable requests. This effect was explained through consistency theory: People are more likely to comply with a request for a charitable donation if the person making the request first asks the potential donor how he or she is feeling, and then acknowledges the donor's response. The potential donor was expected to behave in accordance with his or her publicly stated feeling-state. However, some of the compliance in Howard's study may be attributable to an increased perception of relationship between the requester and donor (Roloff, 1987). Not only was the donor required to be consistent with his or her publicly stated feeling-state, but the donor had to behave in a manner consistent with the relationship implied by the requester. Two studies examined this possibility. The first study found a FITM approach that manipulated only relational obligations consistency resulted in higher rates of compliance than both the standard and feeling-state FITM approach. A second study examined the mechanism for this increased compliance. Results show that although both FITM approaches produced more positive relational perceptions between the requester and donor than the standard approach, the relational obligations approach produced more positive relational perceptions than did the other FITM approach.     

Amae in Japan and the United States: an exploration of a "culturally unique" emotion

The experience of an emotion considered to be culturally unique (i.e., Japanese Amae) was tested in the United States, where there is no word to describe the concept. North American and Japanese participants read scenarios in which a friend made an inappropriate request (Amae), made no request, or made the request to another friend. Both American and Japanese participants felt more positive emotion and perceived the requester as feeling closer to them in the Amae condition than in the other two conditions. However, Americans felt more in control when asked for a favor than when not asked, a pattern that did not emerge among the Japanese. Cultural specificity of hypocognized emotions is discussed.     

Consistency-based compliance across cultures

A field study investigated cross-cultural differences in choice-congruent behavior and its impact on compliance. U.S. and Asian participants received a request to complete an online survey and a month later they were approached with a larger, related request. Compliance with the initial request had a stronger impact on subsequent compliance among the U.S. participants than among the Asian participants. Despite their lower rate of compliance with the initial request, the U.S. participants who chose to comply were more likely than their Asian counterparts to agree to the subsequent request. Further analyses revealed that this effect was driven by differences in the individualistic/collectivistic orientation of the participants from the two cultures. Within both cultures, the more individualistic participants showed stronger consistency with their earlier compliance than the more collectivistically oriented participants.     

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

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.     

“I Hope I'm Not Disturbing You,Am I?” Another Operationalization of the Foot‐in‐the‐Mouth Paradigm1

A study by Howard (1990 ) proposed a compliance technique built on a social routine. We tested a technique based on an alternative routine. Our hypothesis was that asking people about their availability before making a request would result in increased compliance. A group of 1,791 participants were asked to answer a questionnaire by phone for a consumer survey. The results showed that compliance rates were higher when the requester inquired about respondents' availability and waited for a response than when he pursued his set speech without waiting and inquiring about respondents' availability. The results are discussed based on 2 complementary consistency mechanisms ( Aune & Basil, 1994 ; Tedeschi, Schlenker, & Bonoma, 1971 ).     

“This is my only request” – using the ‘Omega’ strategy to boost the success of charity drives

IntroductionThe Omega strategy described by Knowles is comprised of techniques applied with the goal of breaking down an individual's resistance to taking decisions (involving the purchase of a product, donations to charity, support for an idea, etc.).ObjectiveThe article describes two experiments designed to test a hypothesis on the usefulness of applying the Omega strategy in seeking donations for charitable organizations. The studies examines how adding the phrase “this is my only request” after announcing the primary request impacts the tendency to fulfil it. We tested both the willingness to help (experiment 1 and 2) as well as its declared size (experiment 2).MethodIn first experiment, 106 participants were asked in control and experimental conditions to make a donation to a children's hospice. In a second experiment, randomly assigned pedestrians (n = 80) were asked to help in writing and sending Christmas postcards to prisoners.ResultsThe results of both experiments demonstrate that the formula “this is my only request” is effective in increasing the chances that people will give donations.ConclusionWe may suspect that adding this phrase softens resistance among those who fear a more difficult request will come after the first one is fulfilled (and thus are wary of the mechanism applied in the foot-in-the-door technique).