PSYC 023 Lecture Notes - Lecture 12: Psych, Impression Management, Moe Williams
Document Summary
Foot-in-the-door-technique: a strategy to increase compliance based on the fact that agreement with a small request increases the likelihood of agreement with a subsequent larger request. Experiment: when the larger request was made two weeks later, more than 55% of the residents agreed to is. The initial contact and small request dramatically increased compliance. People sometimes infer their internal states, such as attitudes and emotions, from their behaviour and the situation. Initial request stimulated a self-perception of helpfulness which subsequently increased compliance with the second request. Impression management theory: people want to appear consistent. Agreeing to an initial request, even a small one, people may feel that refusing a second, related request would be inconsistent. People who score high in pfc may be more susceptible to the technique. Door-in-the-face technique: making a very large request- one that is sure to be turned down. Once denied, the request is then followed by a smaller request.
