Bibliographic Details
| Title: |
The Effects of Monetary Incentives and Labeling on the Foot-in-the-Door Effect: Evidence for a Self-Perception Process. |
| Authors: |
Burger, Jerry M., Caldwell, David F. |
| Source: |
Basic & Applied Social Psychology. Sep2003, Vol. 25 Issue 3, p235. 7p. 3 Charts. |
| Subjects: |
Self-perception, Homeless persons, Homelessness, Manipulative behavior, Monetary incentives, Labor incentives, Mediation |
| Abstract: |
We tested the self-perception explanation of the foot-in-the-door effect by manipulating self-perceived helpfulness and assessing self-concept. Participants given $1 to sign a homelessness petition were less likely to see themselves as altruistic than participants not given the monetary incentive. The paid participants also complied less often with a request to work on a canned food drive 2 days later than unpaid participants. In contrast, participants told they were helpful individuals were more likely to see themselves as altruistic and were more likely to volunteer for the food drive than unlabeled participants. Mediation analyses provide evidence that changes in self-concept underlie a successful foot-in-the-door manipulation and support the self-perception explanation for the foot-in-the-door effect. [ABSTRACT FROM AUTHOR] |
|
Copyright of Basic & Applied Social Psychology is the property of Taylor & Francis Ltd and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) |
| Database: |
Psychology and Behavioral Sciences Collection |
