Researchers investigated the DITF technique in a restaurant setting and found that it is effective if there is no delay between the first and second requests. Results show increased compliance for the second request in all of the DITF conditions compared to the control. Theory, Research, and Practice. By using this site, you agree to the Terms of Use and Privacy Policy. One group read temperature first and the other air pressure. A common example undertaken in research studies uses this foot-in-the-door technique: This information coupled with work by Swanson, Sherman, and Sherman, [13] which found that students' compliance to an initial, neutral and small request not only increased their willingness to comply with a subsequent larger and anxiety-producing request, but also indicated that the anxiety-producing request was deemed less anxiety-producing than did the control group, has very large implication for possible online uses of the FITD technique.
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Journal of Personality and Social Psychology. Communication and attitudes in the 21st century 4th ed. Journal of Business and Psychology. After refusal, the experimenter then made a second smaller request for the participant to record their meals for four days. Research on the influence of guilt indicates that it plays an important role in the effectiveness of the DITF technique. The researchers fail to mention the social responsibility explanation, however. After refusal, the experimenter gave the smaller request, which was to take one screenshot.
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