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Foot-in-the-door (FITD) technique is a compliance tactic that involves getting a person to agree to a large request by first setting them up by having that person agree to a modest request.〔Freedman, J.L. & Fraser, S.C. (1966). Compliance without pressure: The foot-in-the-door technique. ''Journal of Personality and Social Psychology,'' 4, 195-202.〕〔Burger, J. M. (1999). The foot-in-the-door compliance procedure: A multiple-process analysis and review. Personality and Social Psychology Review, 3, 303-325〕〔Dillard, J. (1990). Self-inference and the foot-in-the-door technique: Quantity of behavior and attitudinal mediation. Human Communication Research, 16, 422-447〕 The foot-in-the-door technique succeeds owing to a basic human reality that social scientists call "successive approximations". Essentially, the more a subject goes along with small requests or commitments, the more likely that subject is to continue in a desired direction of attitude or behavioral change and feel obligated to go along with larger requests.〔(Studentaffairs.umd.edu )〕 FITD works by first getting a small 'yes' and then getting an even bigger 'yes.' The principle involved is that a small agreement creates a bond between the requester and the requestee. Even though the requestee may only have agreed to a trivial request out of politeness, this forms a bond which - when the requestee attempts to justify the decision to themselves - may be mistaken for a genuine affinity with the requester, or an interest in the subject of the request. When a future request is made, the requestee will feel obliged to act consistently with the earlier one.〔(Changingminds.org )〕 The reversed approach - making a deliberately outlandish opening demand so that a subsequent, milder request will be accepted - is known as the door-in-the-face technique. ==Classic experiments== In an early study, a team of psychologists telephoned housewives in California and asked if the women would answer a few questions about the household products they used. Three days later, the psychologists called again. This time, they asked if they could send five or six men into the house to go through cupboards and storage places as part of a 2-hour enumeration of household products. The investigators found these women were more than twice as likely to agree to the 2-hour request than a group of housewives asked only the larger request.〔 More recently, people were asked to call for a taxi if they became alcohol-impaired. Half of the people had also been asked to sign a petition against drunk driving (which they all did) and half had not. Those who had signed the petition (complied with a small request) were significantly more likely to comply with the larger request of calling a taxi when impaired compared to those who had not been asked to sign the petition.〔Taylor, T., & Booth-Butterfield, S. (1993). (Getting a foot in the door with drinking and driving: A field study of healthy influence ). Communication Research Reports, 10, 95-101.〕 Numerous experiments have shown that foot-in-the-door tactics work well in persuading people to comply, especially if the request is a pro-social request.〔Beaman, A. L., Cole, C. M., Klentz, B., & Steblay, N. M. (1983). Fifteen years of the foot-in-the-door Research: A meta-analysis. Personality and Social Psychology Bulletin, 9,181-196〕〔Dillard, J.P. (1991). (The Current Status of Research on Sequential-Request Compliance Techniques, ) ''Personality and Social Psychology Bulletin, Vol. 17, No. 3, 283-288.〕〔Dolin, D.J., & Booth-Butterfield, S. (1995). (Foot-in-the-Door and Cancer Prevention, ) ''Health Communication,'' Volume 7, Issue 1, pages 55-66.〕 Research has shown that FITD techniques work over the computer via email, in addition to face-to-face requests.〔Guéguen, N. (2002). (Foot-in-the-door technique and computer-mediated communication, ) ''Computers in Human Behavior,'' Volume 18, Issue 1, Pages 11-15〕 22 抄文引用元・出典: フリー百科事典『 ウィキペディア（Wikipedia）』 ■ウィキペディアで「Foot-in-the-door technique」の詳細全文を読む スポンサード リンク
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