CoChat
Sign Up
Cited by 246Psychology of Social InfluenceSocial and Intergroup PsychologyBehavioral Health and Interventions

The DOI matches its Crossref record; 5 of the 5 references it cites were found in a registry or an index.

SEQUENTIAL-REQUEST PERSUASIVE STRATEGIES.: Meta-Analysis of Foot-in-the-Door and Door-in-the-Face

DILLARD, JAMES P., HUNTER, JOHN E., BURGOON, MICHAEL·1984·Human Communication Research
DOI 10.1111/j.1468-2958.1984.tb00028.x
Open this paper in CoChat — free account

Abstract

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), even under optimal conditions. Both require aprosocial topic in order to work. The amount of time between the first and second requests plays a different role in the operation of each of the two strategies. DITF was effective only when the delay between requests was brief. Effectiveness of FITD was unrelated to delay, but did depend on whether or not an incentive was provided with the first request. The positive relationship between effort and FITD predicted by self-perception theory was not found. Self-perception theory and reciprocal concessions theory, the theoretical perspectives usually applied to FITD and DITF respectively are examined in light of the findings and it is concluded that both are flawed seriously. Directions for future research are suggested.

Overview

Integrity signals

Registry

Crossref · 10.1111/j.1468-2958.1984.tb00028.x

Cites

5 of 5 references verified0 citation errors · 0 not checkable

Statistics

Recomputing p-values needs the paper’s full text.

Verification

Claims the paper makes

This paper’s full text isn’t openly available, so its claims and self-check weren’t run. The registry and citation checks still apply.

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

  • A meta-analysis showed that 21% of studies examining FITD found no effect or an opposite effect, and 25% of studies investigating DITF found no effect or an opposite effect.

    “Although surprising, a meta-analysis showed that 21% of studies (out of 28) examining FITD found no effect or an opposite effect, and 25% (out of 18) studies investigating DITF found no effect or an opposite effect (Dillard, Hunter, & Burgoon, 1984).”

    From Ostracism increases social susceptibility (2008) · cites this paper as Dillard, Hunter, & Burgoon, 1984

Citations

Cites

Flagged first, then by citations

Research works printed but not linked: 50

  1. BARON R. A., 1973, Bulletin of the Psychonomic Society, 2, 113, 10.3758/BF03327736 · DOI
  2. BEAMAN A. L., 1974, Personality and Social Psychology Bulletin, 1, 122
  3. BEM D. J., 1972, Advances in Experimental Social Psychology, 6
  4. CANN A., 1975, Journal of Personality and Social Psychology, 32, 774, 10.1037/0022-3514.32.5.774 · DOI
  5. 10.1037/0021-9010.61.3.295 · DOI
  6. 10.1037/0022-3514.36.5.463 · DOI
  7. 10.1037/0022-3514.34.4.599 · DOI
  8. 10.1037/h0076284 · DOI
  9. CRANO W. D., Journal of Social Cognition
  10. 10.1037//0022-3514.37.12.2221 · DOI
  11. DEJONG W., 1981, Personality and Social Psychology Bulletin, 7, 423, 10.1177/014616728173010 · DOI
  12. DEJONG W., 1977, Personality and Social Psychology Bulletin, 3, 662, 10.1177/014616727700300421 · DOI
  13. DILLARD J. P., 1982, Communication, 11, 40
  14. EVEN-CHEN M., 1978, European Journal of Social Psychology, 8, 135, 10.1002/ejsp.2420080113 · DOI
  15. FISH B., 1974, Psychological Reports, 34, 35, 10.2466/pr0.1974.34.1.35 · DOI
  16. 10.1037/0022-3514.37.4.580 · DOI
  17. FURSE D. H., 1981, Journal of Marketing Research, 18, 473, 10.1177/002224378101800410 · DOI
  18. GLASS G. V., 1981, Meta-analysis in social research
  19. GOFFMAN E., 1959, The presentation of self in everyday life
  20. GOLDMAN M., 1981, Journal of Social Psychology, 114, 229, 10.1080/00224545.1981.9922752 · DOI
  21. GOLDMAN M., 1981, Journal of Social Psychology, 114, 75, 10.1080/00224545.1981.9922728 · DOI
  22. HANSEN R. A., 1980, Journal of Marketing Research, 17, 359, 10.1177/002224378001700309 · DOI
  23. HARRIS M. B., 1972, Journal of Social Psychology, 88, 65, 10.1080/00224545.1972.9922544 · DOI
  24. HARRIS M. B., 1973, Journal of Social Psychology, 89, 47, 10.1080/00224545.1973.9922566 · DOI
  25. HARRIS M. B., 1976, Journal of Social Psychology, 99, 193, 10.1080/00224545.1976.9924772 · DOI
  26. HUNTER J. E., 1982, Advanced meta-analysis: Cumulating research findings across studies
  27. LEVINE R., Journal of Leisure Studies
  28. M. H. MARX (1980 ).The influence of alters casting, constraint, and personal values on altruistic behaviors. Unpublished doctoral dissertation, Department of Communication Arts, University of Wisconsin-Madison.
  29. MILLER R. L., 1974, Personality and Social Psychology Bulletin, 1, 160
  30. MILLER R. L., 1976, Canadian Journal of Behavioral Science, 8, 401, 10.1037/h0081965 · DOI
  31. MILLER R. L., 1977, Journal of Social Psychology, 103, 203, 10.1080/00224545.1977.9713318 · DOI
  32. MOWEN J. C., 1980, Journal of Marketing Research, 22, 253, 10.1177/002224378001700210 · DOI
  33. 10.1016/0022-1031(74)90053-5 · DOI
  34. REINGEN P. H., 1978, Journal on Consumer Research, 5, 96, 10.1086/208720 · DOI
  35. REINGEN P. H., 1977, Journal of Marketing Research, 14, 365, 10.1177/002224377701400312 · DOI
  36. REINGEN P. H., 1979, Journal of Marketing Research, 15, 588, 10.1177/002224377901600417 · DOI
  37. RITTLE R. H., 1981, Personality and Social Psychology Bulletin, 7, 431, 10.1177/014616728173011 · DOI
  38. ROSENTHAL R., 1978, The Behavioral and Brain Sciences, 3, 377, 10.1017/S0140525X00075506 · DOI · Paper page
  39. SCOTT C. A., 1976, Journal of Marketing Research, 13, 263, 10.1177/002224377601300307 · DOI
  40. 10.1086/208691 · DOI
  41. SCHWARZWALD J., 1979, Journal of Applied Social Psychology, 9, 576, 10.1111/j.1559-1816.1979.tb00817.x · DOI
  42. 10.1037/0022-3514.33.5.517 · DOI
  43. SHANAB M. E., 1980, Bulletin of the Psycho-nomic Society, 15
  44. SHANAB M. E., 1979, Canadian Journal of Behavioral Science, 11, 236, 10.1037/h0081593 · DOI
  45. SIMMEL G., 1950, The Sociology of George Simmer
  46. 10.1037//0003-066X.32.8.638 · DOI
  47. 10.1037/h0076245 · DOI
  48. 10.2307/3151253 · DOI
  49. WAGENER J. J., 1980, Personality and Social Psychology Bulletin, 6, 441, 10.1177/014616728063018 · DOI
  50. ZUCKERMAN M., 1979, Journal of Applied Social Psychology, 9, 292, 10.1111/j.1559-1816.1979.tb02712.x · DOI

Cited by

Sorted by citations

Metadata

Authors
DILLARD, J. P., HUNTER, J. E., & BURGOON, M.
Affiliations
  • University of Wisconsin–Madison (US)
  • Michigan State University (US)
  • University of Arizona (US)
ORCID
Venue
Human Communication Research
Publisher
Oxford University Press (OUP)
Published
1984-06
Volume
10
Issue
4
Pages
461-488
ISSN
  • 0360-3989 (ISSN-L)
  • 1468-2958
DOI
10.1111/j.1468-2958.1984.tb00028.x
OpenAlex
W1539499155
Cited by
246
References
5
Citations by year
2026: 7 · 2025: 4 · 2024: 6 · 2023: 7 · 2022: 8 · 2021: 8 · 2020: 8 · 2019: 5 · 2018: 10 · 2017: 7 · 2016: 11 · 2015: 11 · 2014: 5 · 2013: 8 · 2012: 11
FWCI
2.24
Type
journal article
Language
en
Open access
closed
Licence
doi.wiley.com/10.1002/tdm_license_1.1 (tdm, 11414 d)
Locations
Human Communication Research (publishedVersion)
Topics
  • Social Sciences › Psychology › Social Psychology › Psychology of Social Influence
  • Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
  • Social Sciences › Psychology › Applied Psychology › Behavioral Health and Interventions
Keywords
foot-in-the-door effect, persuasion techniques, query delay, incentives, self-perception theory, compliance

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review