Compliance Employing a Two-Feet-in-the-Door Procedure

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Abstract
The typical foot-in-the-door experimental procedure increases compliance for a hard critical request by preceding it with an easy request. The current study investigated whether interposing an intermediate request between the initial and final request would increase compliance above the level obtained in the typical foot-in-the-door procedure. The level of the intermediate request was easy, moderate, or hard. The Ss, 120 persons randomly selected from the telephone directory, were called and asked to help a new radio station. The results showed that while all three-request procedures produced increased compliance when compared to the two-request foor-in-the-door procedure, a significant increase occurred only when the intermediate request was of a moderate level.