Effect of Payment for Initial Compliance: Unanswered Questions about the Foot-in-the-Door Phenomenon

Abstract

Theoretical explanations of the foot-in-the door effect lead to the prediction that persons offered a monetary payment for their compliance to an initial, small request would not be more likely to comply with a subsequent demand. For their participation in a telephone survey, some subjects were promised $2 (Payment condi tion), while others were not (No Payment). (1) The rate of compliance to a subsequent request for the No Payment condition (45.8%) was not higher than that for a no-initial-contract control group (55.6%). (2) Payment condition subjects (78.3%) were more compliant with the second request. A follow-up study suggested that subjects' expec tation of reward did not mediate the higher rate of compliance in the Payment condition. Other possible explanations for that finding are considered.