The Foot-in-the-Door Compliance Procedure: A Multiple-Process Analysis and Review
Abstract
Research on the social compliance procedure known as the footin-the-door (FITD) technique is reviewed. Several psychological processes that may be set in motion with a FITD manipulation are identified: self-perception, psychological reactance, conformity, consistency, attributions, and commitment. A review of relevant investigations and several meta-analyses support the notion that each of these processes can influence compliance behavior in the FITD situation. I argue that the combined effects of these processes can account for successful FITD demonstrations as well as studies in which the technique was ineffective or led to a decrease in compliance. The experimental conditions most likely to produce an FITD effect are identified.
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The foot-in-the-door compliance technique builds upon the effect of small commitments to influence individuals to comply.
“The FITD compliance technique (e.g., Burger 1999; Freedman and Fraser 1966) builds upon the effect of small commitments to influence individuals to comply.”
From AI-based chatbots in customer service and their effects on user compliance (2021) · cites this paper as Burger 1999
The continued-questions procedure in a same-requester/no-delay situation has been highly successful in previous FITD studies.
“Consistent with previous studies on FITD (e.g., Burger 1999), we used the in the past highly successful continuedquestions procedure in a same-requester/no-delay situation”
From AI-based chatbots in customer service and their effects on user compliance (2021) · cites this paper as Burger 1999
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References 95 · Cited by 415
- Authors
- Burger, J. M.
- Affiliations
- Santa Clara University (US)
- Corresponding author
- Burger, Jerry M.
- Venue
- Personality and Social Psychology Review
- Publisher
- SAGE Publications
- Published
- 1999-11
- Volume
- 3
- Issue
- 4
- Pages
- 303-325
- ISSN
- 1088-8683 (ISSN-L)
- 1532-7957
- OpenAlex
- W1992451914
- Cited by
- 415
- References
- 95
- Citations by year
- 2026: 6 · 2025: 15 · 2024: 12 · 2023: 9 · 2022: 21 · 2021: 25 · 2020: 18 · 2019: 19 · 2018: 21 · 2017: 31 · 2016: 19 · 2015: 26 · 2014: 25 · 2013: 27 · 2012: 23
- FWCI
- 8.74
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Personality and Social Psychology Review (publishedVersion)
- PubMed (publishedVersion)
- Topics
- Social Sciences › Sociology and Political Science › 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 technique, compliance, self-perception, reactance, conformity, consistency, attribution, commitment, persuasion
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