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- Title
More Evidence on Interpersonal Yielding.
- Authors
Reingen, Peter H.; Kernan, Jerome B.
- Abstract
The relative effectiveness of the foot-in-the-door and door-in-the-face techniques in inducing subjects to comply with a commercial request for information was assessed in a field experiment. Although foot-in-the-door was found to be more effective than door-in-the-face, contrary to expectations the behavioral compliance rate was not significantly different from control outcomes. The implications of these findings are discussed.
- Subjects
LEGAL compliance; ATTITUDE (Psychology); HUMAN behavior; COOPERATIVENESS; MARKET surveys; SOCIAL psychology research; MARKETING research; CONSUMER behavior; MARKETING strategy; STATISTICS; ORAL communication
- Publication
Journal of Marketing Research (JMR), 1979, Vol 16, Issue 4, p588
- ISSN
0022-2437
- Publication type
Article
- DOI
10.2307/3150835