Are people more likely to do you a big favour if they’ve already agreed to a little one?
Freedman, J.L. & Fraser, S.C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
Burger, J. M. (1999). The foot-in-the-door compliance procedure: A multiple-process analysis and review. Personality and Social Psychology Review, 3, 303-325
Dillard, J. (1990). Self-inference and the foot-in-the-door technique: Quantity of behavior and attitudinal mediation. Human Communication Research, 16, 422-447
Written, drawn and edited by Francesco Busiello
Voiceover by Francesco Busiello