Does Self-Perception Change Explain the Foot-inthe-Door Effect ?

@inproceedings{Gorassini2004DoesSC,
  title={Does Self-Perception Change Explain the Foot-inthe-Door Effect ?},
  author={Donald R. Gorassini and James M. Olson},
  year={2004}
}
Consent to perform a small favor increases a respondent's susceptibility to perform a relatively large favor. This phenomenon, known as the foot-in-the-door effect, is considered to result from induced self-perception changes: the respondent comes to feel helpful for doing the small favor and complies again later out of a desire to maintain the instilled self-view. This study did not find a link between self-perception changes and large-request compliance in 2 experiments, although… CONTINUE READING
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