Understanding the foot‐in‐the‐door effect as a pseudo‐effect from the perspective of the Campbell paradigm

Compliance with a small request (a metaphorical foot‐in‐the‐door) promotes compliance with a subsequent big request. Whereas some explanations expect a drop in the behavioural costs of the big request, others suspect that the effect comes from boosting the underlying attitude. However, evidence for both explanations is equivocal and circumstantial, at best. Drawing on what Kaiser et al. (2010) call the Campbell paradigm, we present an integrative account: Compliance with any request demands a corresponding attitude to counterbalance the costs of the request. In our research, 229 participants were randomly assigned to either a foot‐in‐the‐door (i.e., initially asked to sign a pro‐environmental petition) or a control condition. Small‐request‐compliant participants were more likely than control participants to also comply with the big request and to continue filling out environmental‐issues‐related questionnaires. However, this foot‐in‐the‐door effect occurred without diminishing behavioural costs or increasing attitude levels. Accordingly, the greater likelihood of small‐request‐compliant participants to also comply with the big request can be parsimoniously explained by baseline variability in people's attitude levels that manifests in their compliance with the initial request. We conclude that several of the foot‐in‐the‐door effects reported in the literature carry the risk of representing mere pseudo‐effects.     

The Nature of the First Small Request as a Decisive Factor in the Effectiveness of the Foot‐in‐the‐Door Technique

In the literature on the foot‐in‐the‐door technique it is usually assumed that the first of the two sequentially posed requests should not be extremely easy (trivial). An uncomplicated request would not activate self‐perception mechanisms which, as it is commonly understood, lie behind the effectiveness of the technique. This article proposes that when the initial request is exceptional or odd, then even if it is easy and is fulfilled by nearly everyone it will still enhance people's inclination to fulfill the subsequent, much more complicated request. This assumption was verified in three experiments.     

The effect of the two feet-in-the-door technique on tobacco deprivation

The ‘Foot-in-the-door’ (FITD) is a well-known compliance technique that increases compliance with a request. Many investigations on this paradigm have generally used prosocial requests to test the effect of the technique. A new evaluation of the effect of the FITD technique was carried out on tobacco deprivation. A two feet-in-the-door technique in which the target request was preceded by two small target requests was used to encourage students to stop smoking for 24 h. The results were compared with two single foot-in-the- door procedures in which the final request was only preceded by one small request, as well as with a control condition using only a 24 h stop-smoking request. Results showed that the single FITD and the two feet-in-the-door procedures were effective to increase verbal compliance (accepting to stop smoking) but only the two feet-in-the-door technique significantly increased behavioural compliance (not smoking for 24 h) with the request.     

Double foot‐in‐the‐door,social representations,and environment: application for energy savings

This study aims to determine the most effective procedure to bring individuals to adopt pro‐environmental behaviors, specifically to make energy savings for several weeks. A link was established between two fields of research traditionally separated in social psychology literature: free will compliance and social representations theories. An experiment was carried out to test the effectiveness of several simple and double foot‐in‐the‐door procedures, activating central or peripheral cognitions of the social representation of energy savings. Basically, the results indicate that the most effective procedure is the double foot‐in‐the‐door, which activates central cognitions. Twice as many participants accepted the target request and three times as many actually performed the expected behavior with this procedure.     

Mindlessness Revisited: Sequential Request Techniques Foster Compliance by Draining Self-control Resources

The present research extends previous findings suggesting that sequential request techniques, such as the Foot-in-the-Door (FITD) or Door-in-the-Face (DITF) technique, are primarily effective under conditions conducive of mindlessness. We forward that this mindlessness may be the product of the influence technique itself. More specifically, based on the notion of self-control as a limited resource, we hypothesize that actively responding to the initial request-phase of a FITD-compliance gaining procedure drains the target of his/her self-regulatory resources, thus creating the mindlessness so often observed in social influence settings. This resource depletion opens the door for compliance with the target request. The results were in line with these expectations. More specifically, we observed that active responding to an initial request of a FITD technique reduced the availability of self-regulatory resources. This state of resource depletion mediated the effect of the technique on behavioral compliance. In addition, the results of this study ruled out the alternate explanation that the effects were attributable to mood or a general tendency for acquiescence.     

Effets comportementaux et cognitifs de l'engagement dans un acte préparatoire activant un élément central versus périphérique de la représentation du don d'organes

We render an account of a research programme that links two fields of study usually unconnected: the field of the freely agreed submission and the field of social representations. Two hypothesis are tested in the foot-in-the door paradigm: participants that agree to perform an initial request (to sign a petition) that selects a core element of the representation of organ donation: a) will be more inclined to agree to perform the target request (to sign a donor card); and b) will have an attitude more favourable about organ donation than participants that agree to perform an initial request that selects a peripheral element. The two experiments presented confirm these hypotheses.     

Attributed influence: The importance of observing change

The presence of a target's unexpected change in behavior following an influence attempt was hypothesized to be a critical variable for attributing influence to a particular agent. Observers read a brief story in which an agent's intervention was followed by the target's compliance, noncompliance, or countercompliance to the request. The results indicated that influence was attributed to the agent in the conditions demonstrating change, i.e., compliance and countercompliance, regardless of the direction of that change. Additional findings indicated that influence attributed to an agent decreased if the target delayed final compliance with the intervention.     

Emotional disrupt‐then‐reframe technique of social influence

Davis and Knowles proposed a social influence technique, which they named disrupt‐then‐reframe (DTR). In a series of four experiments, they demonstrated that compliance could be increased by a subtle disruption to the sales request, followed immediately by a reframing that provided additional reasons for purchasing the goods. The DTR technique is strictly cognitive in nature: The person, hearing simple argumentation during the short state of her or his cognitive disorganization, becomes more inclined to fulfill the requests made of her or him. In three experiments presented in this article, it is shown that a similar effect can be obtained when the fear‐then‐relief state, which could be seen as an emotional disruption, is followed by an argument.     

The Applicability of the Door-in-the Face Technique when Established Behavioral Customs Exist

The applicability of the door-in-the-face technique was tested in a monetary donation context where established behavioral standards exist, and where the target person has standards by which to judge the legitimacy of the solicitor's demand. Based on the proposition that exaggerated initial requests might discredit the solicitor and thereby halt the give-and-take process, it was expected that (a) with legitimate initial requests, the probability of compliance with a request would be greater when preceded by a larger request than if presented alone; and that (b) with illegitimate initial requests, the probability of compliance with a second request would be smaller when preceded by a larger request than if presented alone. On the national collection day for the Association for the Rehabilitation of the Mentally Handicapped, 400 subjects were asked to contribute IL 10, 15, or 20. In the experimental groups, these amounts were preceded with requests for larger sums which were judged previously by a pretest to be considered legitimate or illegitimate. In the control groups, subjects were asked to contribute the same amounts, but no larger amounts were first requested. The replicability of the door-in-the-face technique has been proven with requests for which established customs exist. However, the technique was only effective with legitimate initial requests. With initial requests that were previously judged as unreasonable, the technique had a "boomerang effect" and suppressed compliance.     

Limiting Time for Responding Enhances Behavior Corresponding to the Merits of Compliance Appeals: Refutations of Heuristic‐Cue Theory in Service and Consumer Settings

Scarcity has been widely assumed (e.g., Cialdini, 1993) to function as a cue and thereby hinder evaluative scrutiny of compliance‐gaining requests (appeals). In contrast, liberalized commodity theory (Brock & Brannon, 1992) postulated that scarcity should augment evaluative scrutiny of requests and thereby enhance behavioral correspondence to the merits of requests. In natural‐setting tests, 143 telephone operators and 305 fast‐food customers complied more with a request in response to strong than to weak reasons and did so especially when the request was accompanied by scarcity information, operationalized as a time restriction on responding. Thus, restriction did not function as a cue. Rather, in both service and consumer settings, scarcity enhanced behavior that corresponded to the merits of requests. Compliance theorists and practitioners should reconsider the cue claim for compliance appeals and should weigh the implications of bidirectional responding to compliance appeals.     

I'm free but I'll comply with your request: generalization and multidimensional effects of the “evoking freedom” technique

The “evoking freedom” technique is a verbal compliance procedure that solicits someone to comply with a request by simply telling them they are free to accept or to refuse the request. The measure of the efficiency of this technique on compliance with large samples and the evaluation of its influence on various requests was tested in the first set of experiments. This technique was found to be efficient in increasing the number of people who agreed to give money to a requester, the number of smokers who agreed to give a cigarette, passersby who agreed to respond to a survey, and homeowners who agreed to buy pancakes. In the second set of experiments in which the mode of interaction between the requester and the person solicited was tested, the “evoking freedom” technique was found to be associated with greater compliance with a request addressed by mail and through face‐to‐face, phone‐to‐phone, or computer‐mediated interaction. The third set of experiments tested the effect of semantic variations of the “evoking freedom” technique and the weight of the repetition of the semantic evocation of freedom. These later experiments that used various phrases evoking the freedom to comply were found to be associated with greater compliance. Moreover, a double evocation of freedom was associated with even greater compliance than a single evocation. The importance of this technique for commitment communication is discussed.     

A Critical Test of Self‐Enhancement,Exposure, and Self‐Categorization Explanations for First‐ and Third‐Person Perceptions

The third‐person perception is the tendency for people to believe that others are more influenced by media content than themselves (W. P. Davison, 1983 ). The current study provides a critical test of self‐enhancement, exposure, and self‐categorization explanations for first‐ (i.e., self more influenced than others) and third‐person perceptions. Male and female participants (N = 323) judged the extent to which pornography elicited“aroused and excited” (i.e., male normative) versus“repulsed and offended” (i.e., female normative) reactions in themselves relative to average men and women. Men perceived an average woman to be more repulsed and offended by pornography than themselves, and women perceived an average man to be more aroused and excited than themselves (i.e., large third‐person perceptions). Further, men perceived themselves to be more aroused and excited by pornography than an average woman (independent of the degree to which pornography was judged as antisocial), and women perceived themselves to be more repulsed and offended than an average man (i.e., large first‐person perceptions). There were relatively small effects for same sex comparisons independent of norm. The pattern and magnitude of first‐ and third‐person perceptions are consistent with self‐categorization theory, irreconcilable with the exposure hypothesis, and difficult to reconcile with the self‐enhancement explanation.     

Post‐It® Note Persuasion: A Sticky Influence

Four studies examine the influence of attaching a seemingly insignificant Post‐it^® note to a survey packet on the likelihood of completing the survey. Participants who received a packet with an affixed Post‐it note request had significantly higher return rates than participants who received the identical survey with (a) no sticky note, (b) the same message written on the cover sheet but without a Post‐it, or (c) a blank Post‐it with no message provided. Furthermore, they returned the materials more promptly with higher quality responses. A more personalized Post‐it appeal increased returns when the survey was long and time consuming but was no more effective than a nonpersonalized Post‐it when the survey was easy to complete. Results suggest that the Post‐it leads the request to be interpreted as a solicitation for a personal favor, facilitating a normative compliance response.     

A Comparison of Assessment Center Practices in Organizations in German‐speaking Regions and the United States

The development, execution, and evaluation of ACs in 281 German, Swiss, and Austrian organizations are examined for compliance with professional guidelines and consideration of moderator variables of validity, and the results are compared with those reported for U.S. companies ( Spychalski et al., 1997 ). The authors show that some recommendations (e.g., systematic testing of reliability and validity) have not received sufficient attention in either the German‐speaking or U.S. sample and that compliance with guidelines (e.g., the application of information policy to assessees) varies across the countries studied. The most important cross‐national differences in the development, execution, and evaluation of ACs are explained as results of ideologically rooted reservations, insufficient professionalization in some aspects of intraorganizational AC use, as well as specific aspects of the Labor‐Management Act and similar legislation in German‐speaking regions. These factors are linked with a cultural difference—institutionalized collectivism, which is greater in German‐speaking regions than in the United Sates.     

A PILOT STUDY OF NATURALLY OCCURRING HIGH‐PROBABILITY REQUEST SEQUENCES IN HOSTAGE NEGOTIATIONS

In the current study, the audiotapes from three hostage‐taking situations were analyzed. Hostage negotiator requests to the hostage taker were characterized as either high or low probability. The results suggested that hostage‐taker compliance to a hostage negotiator's low‐probability request was more likely when a series of complied‐with high‐probability requests preceded the low‐probability request. However, two of the three hostage‐taking situations ended violently; therefore, the implications of the high‐probability request sequence for hostage‐taking situations should be assessed in future research.     

A two‐process model of strategic monitoring in event‐based prospective memory: Activation/retrieval mode and checking

Theorists have suggested that individuals may remember to execute event‐based intended actions by deploying executive or attentional resources to monitor for the markers or target events that indicate that it is appropriate to execute the intended actions (e.g., McDaniel & Einstein, 2000; Shallice & Burgess, 1991), but these strategic monitoring views are not specific about the processes that strategic monitoring entails. A more specific idea is outlined here (see also Guynn, 2001) and an experiment with results consistent with this view is reported. According to this two‐process view, strategic monitoring entails maintaining the cognitive system in a prospective memory retrieval mode, which may be mediated by increased activation of the prospective memory representation, plus checking whether the circumstances to execute the intended action are present. In the current experiment, concurrent task impairment on nontarget trials, on which participants were instructed to press a key if they saw a target event (i.e., experimental trials), relative to trials on which participants were not instructed to press a key if they saw a target event (i.e., control trials), provided a footprint of strategic monitoring. An interaction of trial type and whether the experimental and control trials alternated or were blocked revealed greater impairment on experimental trials relative to control trials when the trials were blocked than when the trials alternated. Performance on experimental trials did not vary whether the trials alternated or were blocked, while performance on control trials was significantly worse when the trials alternated than when the trials were blocked. The results are consistent with the two‐process view and the idea that participants maintained a retrieval mode/activation and checked on experimental trials, neither maintained a retrieval mode/activation nor checked on blocked control trials, and maintained a retrieval mode/activation but did not check on alternating control trials.     

Being modest makes you feel bad: Effects of the modesty norm and mortality salience on self‐esteem in a collectivistic culture

Terror management research shows that existential terror motivates people to live up to social norms. According to terror management theory (TMT), people can achieve a sense of self‐worth through compliance with social norms. However, this has not yet been empirically tested. Modesty has long been known as an important social norm in Eastern cultures, such as China, Japan, and Korea. The current research examined whether conforming to the modesty norm in response to reminders of death concerns increases self‐esteem for Chinese. In Study 1, following the modesty norm (i.e., explicit self‐effacement) led to decreased implicit self‐esteem, however, this was only the case if mortality was salient. In Study 2, violating the modesty norm (i.e., explicit self‐enhancement) increased implicit self‐esteem – however – again, this was only the case when mortality was salient. These findings indicate that self‐esteem cannot be maintained through compliance with the modesty norm. Implications of this research for understanding the interplay between self‐esteem and social norms in terror management processes are discussed.     

Similarity and Helping Behavior on the Web: The Impact of the Convergence of Surnames Between a Solicitor and a Subject in a Request Made by E‐Mail1

Similarity between a solicitor and a subject traditionally enhances helping behavior. An experiment was carried out in a computer‐mediated context. Fifty students received an e‐mail containing a 40‐question survey on their food habits, which required 15 to 20 min of their time to respond. This questionnaire came from a hypothetical student of the university in which the participants were registered. In half of the cases, the surname of the solicitor, which appeared in his or her electronic address, was the same as the surname of the target. Results show that compliance to the request was significantly higher in the same‐sumame condition than in the different‐surname condition. The response delay was significantly shorter in the same‐surname condition than in control condition.     

Age‐related change of location‐based visual selectivity depending on conflict frequency

Age‐related change in cognitive control for visual selectivity was examined using a conflict adaptation effect (CAE). The CAE reflects an increased stimulus compatibility effect for low levels of conflict frequency within blocks of trials. Younger (n = 20) and elderly (n = 20) adults received an Eriksen‐type flanker task involving compatible (e.g., “44444”) or incompatible (e.g., “44644”) arrays presented to either the left or right visual field (VF). The participants identified the central digit of an array. Relative frequency of conflict (incompatible) trials varied as a function of the VF. Also manipulated was the presentation order of more‐conflict VF and less‐conflict VF conditions over trial blocks. The results showed that a location‐based CAE appeared for both age groups in the first set of trial blocks, whereas in the final set of trial blocks the location‐based CAE appeared only for the younger adults. These results suggested that cognitive flexibility related to context‐dependent cognitive control diminishes with age.     

Pre‐registration: Why and How

In this article, we (1) discuss the reasons why pre‐registration is a good idea, both for the field and individual researchers, (2) respond to arguments against pre‐registration, (3) describe how to best write and review a pre‐registration, and (4) comment on pre‐registration’s rapidly accelerating popularity. Along the way, we describe the (big) problem that pre‐registration can solve (i.e., false positives caused by p‐hacking), while also offering viable solutions to the problems that pre‐registration cannot solve (e.g., hidden confounds or fraud). Pre‐registration does not guarantee that every published finding will be true, but without it you can safely bet that many more will be false. It is time for our field to embrace pre‐registration, while taking steps to ensure that it is done right.