Does self-perception change explain the foot-in-the-door effect?

@article{Gorassini1995DoesSC,
  title={Does self-perception change explain the foot-in-the-door effect?},
  author={D. Gorassini and J. M. Olson},
  journal={Journal of Personality and Social Psychology},
  year={1995},
  volume={69},
  pages={91-105}
}
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 ofa 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 manipulations… Expand
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