| Autor: |
Fish, Barry, Kaplan, Kalman J. |
| Zdroj: |
Psychological Reports; February 1974, Vol. 34 Issue: 1 p35-42, 8p |
| Abstrakt: |
Past research indicates that compliance with a small, relatively innocuous “foot-in-the-door” request serves to increase, relative to a control group, subsequent compliance with a larger request directed toward the same goal. The present study suggests such commitment (increasing) effects may be limited to active “feet-in-the-door,” predicting substitution (decreasing) effects for passive (less effortful) “foot-in-the-door” compliance. Results (N= 151) support only the substitution predictions showing none of the commitment effects previously demonstrated in the literature for active “foot-in-the-door” compliance. Attempts to resolve these discrepant findings generate a two-factor model specifying both the degree of initial commitment and the active versus passive nature of the “foot-in-the-door” requests. Specifically, active “foot-in-the-door” compliance and low degrees of initial commitment seem to produce commitment effects; passive compliance and high initial commitment tend toward substitution effects. While alternative explanations may be advanced to explain specific segments of the results, none seems satisfactorily to explain the entire pattern. |
| Databáze: |
Supplemental Index |
| Externí odkaz: |
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