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ERIC Number: ED184007
Record Type: RIE
Publication Date: 1979
Pages: 27
Abstractor: N/A
Reference Count: 0
Social Reinforcement, Self-Perception, and the Foot-in-the-Door Phenomenon.
Crano, William D.; Sivacek, John
After acquiescing to a small initial request, people typically are more susceptible to a later call for assistance. This foot-in-the-door phenomenon was examined based on principles of social reinforcement. In Experiment 1, subjects induced to perform the same initial prosocial behaviors were found to be differentially susceptible to a later request as a function of the outcome of the initial interaction. In conjunction with an additional series of comparisons, these results indicated support for the reinforcement position, and inconsistency with the usual self-perception explanation of the phenomenon. In Experiment 2, the provision of different levels of reinforcement during the initial contact resulted in systematic variation in acquiescence to a later request, again consistent with the reinforcement model. (Author)
Publication Type: Speeches/Meeting Papers; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers: N/A
Note: Paper presented at the Annual Convention of the American Psychological Association (87th, New York, NY, September 1-5, 1979)