Already in 1983, a meta-analysis revealed that the foot-in-the-door technique, a psychology textbook classic, is not all it's cracked up to be. https://journals.sagepub.com/doi/abs/10.1177/0146167283092002 …pic.twitter.com/wWYOU28PYs
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Already in 1983, a meta-analysis revealed that the foot-in-the-door technique, a psychology textbook classic, is not all it's cracked up to be. https://journals.sagepub.com/doi/abs/10.1177/0146167283092002 …pic.twitter.com/wWYOU28PYs
Interesting how they attempted to replicate the conditions but I wonder if its even possible to replicate the direct sales naivete that US households had towards Direct Marketing phone sales solicitation in 1966. Telemarketing, and the like wasn't exactly common.
Seems like a good example of how time can effect social psychology findings.
Relevant historical context: Telemarketing gained prominence in the US in the late 60s and into the 70s. And it exploded as a wide spread practice in the 80s and 90s. Markets are good at (1) exploiting cognitive weaknesses (2) beating strategies to death until they no longer work
I don't think it makes a lot of sense to attempt to directly replicate a 50+ year old study at all, let alone in a different country.
exactly! people are more savvy (cynical) now, the kind of sales tricks people would fall 50+ years ago are jaw dropping.
People have gained a cultural knowledge of such psychological ploys and so are wary towards them... A case of the application of the experiment en masse affecting the tolerance of the participants...
Isn't that an overstatement? They write: "a great amount of research using the foot-in-the-door tactic has revealed its effectiveness. Nevertheless, effect sizes ... tend to be low and the effect size obtained by Freedman and Fraser in their studies has neverbeen obtained again."
So... maybe door-in-the-face works better?
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