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- Title
Compliance with and Interview Request: A Foot-In-the-Door, Self-Perception Interpretation.
- Authors
Reingen, Peter H.; Kernan, Jerome B.
- Abstract
The foot-in-the-door technique, derived from a social-psychological concept which suggests that compliance with a relatively large request is significantly more likely to occur if preceded by compliance with a small request of the same genre, is extended to a marketing research application in the context of a 2X2 factorial design incorporating size of request and incentive. The "foot" phenomenon appears applicable to commercial settings and seems to be accounted for by self-perception theory.
- Subjects
HOUSEHOLD surveys; MARKETING research; MARKETING strategy; SELF-perception; SOCIAL psychology; RESPONSE rates; RESEARCH methodology; QUESTIONNAIRES; ATTITUDE research; RESPONDENTS
- Publication
Journal of Marketing Research (JMR), 1977, Vol 14, Issue 3, p365
- ISSN
0022-2437
- Publication type
Article
- DOI
10.2307/3150775