Abstract
Three groups of friends (small request only [a few minutes], larger request only [30 to 40 minutes], and small request then a larger request) and one group of strangers (larger request only) were investigated to assess a new application of the foot-in-the-door technique for the induction of compliance. Friends generally complied to requests and expected others to do so as well. Strangers generally did not comply to the 30- to 40-min. request and expected others to refuse also. An effect emerged when comparing the two-request condition of friends with the larger request-only condition of strangers. A reverse effect emerged when comparing the two-request condition of friends with the larger request only condition of friends. Female but not male requesters obtained greater compliance in the two-request of friends' condition. These findings indicated the differential effect of the foot-in-the-door technique for the induction of compliance and were discussed in relation to norms of friendship.
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