Effectiveness of Multiple Request Strategies : A Synthesis of Research Results

@inproceedings{FERN2007EffectivenessOM,
  title={Effectiveness of Multiple Request Strategies : A Synthesis of Research Results},
  author={EDWARD F. FERN and Kent B. Monroe and RAMON A. AVILA},
  year={2007}
}
Twenty years ago Freedman and Fraser (1966) asked, "How can a person be induced to do something he would rather not do?" Since then, more than 50 studies have sought the answer through research following one of two paradigms, the foot in the door (FITD) and/or the door in the face (DITF). This research tradition has not been programmatic and as a result some mediating variables and theoretical explanations have been given more research attention than others. Therefore, it is not surprising to… CONTINUE READING