Self-Concept Clarity and the Foot-in-the-Door Procedure.
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| Title: | Self-Concept Clarity and the Foot-in-the-Door Procedure. |
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| Authors: | Burger, Jerry M., Guadagno, Rosanna E. |
| Source: | Basic & Applied Social Psychology. Feb2003, Vol. 25 Issue 1, p79-86. 8p. 3 Charts. |
| Subjects: | Self-perception, Awareness, Grants in aid (Public finance), Homeless persons, Social surveys, Social psychology |
| Abstract: | Three studies examined the role self-concept clarity plays in compliance within the foot-in-the-door procedure. Undergraduate participants in Study 1 were either asked to sign a letter to the president encouraging aid for the homeless or did not receive this request. A few days later participants were contacted by phone and asked to take part in a food drive for the homeless. Participants high in self-concept clarity were more likely to agree to the larger request when they first had agreed to the small request, that is, the typical foot-in-the-door effect. However, low self-concept clarity participants were less likely to agree with the larger request after they had agreed to the small request. This pattern was replicated in Study 2 using a different set of requests and a different charitable cause. Study 3 found changes in self-rated helplessness following a foot-in-the-door manipulation that matched the pattern of compliance in the first two studies. The findings provide additional support for the self-perception interpretation of the foot-in-the-door effect and point to 1 explanation for the inconsistent results in research on sequential-request compliance procedures. [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 |
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| Abstract: | Three studies examined the role self-concept clarity plays in compliance within the foot-in-the-door procedure. Undergraduate participants in Study 1 were either asked to sign a letter to the president encouraging aid for the homeless or did not receive this request. A few days later participants were contacted by phone and asked to take part in a food drive for the homeless. Participants high in self-concept clarity were more likely to agree to the larger request when they first had agreed to the small request, that is, the typical foot-in-the-door effect. However, low self-concept clarity participants were less likely to agree with the larger request after they had agreed to the small request. This pattern was replicated in Study 2 using a different set of requests and a different charitable cause. Study 3 found changes in self-rated helplessness following a foot-in-the-door manipulation that matched the pattern of compliance in the first two studies. The findings provide additional support for the self-perception interpretation of the foot-in-the-door effect and point to 1 explanation for the inconsistent results in research on sequential-request compliance procedures. [ABSTRACT FROM AUTHOR] |
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| ISSN: | 01973533 |
| DOI: | 10.1207/S15324834BASP2501_6 |
