The foot-in-the-door compliance procedure: a multiple-process analysis and review.
The foot-in-the-door compliance procedure: a multiple-process analysis and review.
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DOI：
10.1207/s15327957pspr0304_2
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发表时间：
1999-01-01
期刊：
影响因子：
--
通讯作者：
Burger, J M
中科院分区：
文献类型：
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作者：
Burger, J M
本文回顾了被称为“进门”（foot-in-the-door， FITD）技术的社会遵从程序的研究。通过FITD操作可以确定几个可能启动的心理过程：自我感知、心理抗拒、从众、一致性、归因和承诺。对相关调查和几项荟萃分析的回顾支持这样一种观点，即这些过程中的每一个都可以影响FITD情况下的遵守行为。我认为，这些过程的综合影响可以解释成功的FITD演示以及该技术无效或导致依从性降低的研究。确定了最可能产生FITD效应的实验条件。
Research on the social compliance procedure known as the foot-in-the-door (FITD) technique is reviewed. Several psychological processes that may be set in motion with a FITD manipulation are identified: self-perception, psychological reactance, conformity, consistency, attributions, and commitment. A review of relevant investigations and several meta-analyses support the notion that each of these processes can influence compliance behavior in the FITD situation. I argue that the combined effects of these processes can account for successful FITD demonstrations as well as studies in which the technique was ineffective or led to a decrease in compliance. The experimental conditions most likely to produce an FITD effect are identified.