Manipulation entlarvt – Die Foot-in-the-door-Technik (Neue Forschung)

Die Foot-in-the-door-Technik gehört sicherlich zu den bekanntesten und am besten erforschten Beeinflussungstechniken. In der Regel wird in Lehrbüchern nur die Studie von Freedman und Fraser (1966) vorgestellt, in der Versuchspersonen überredet wurden ein großes Schild mit der Aufschrift „Drive Carefully“ in ihrem Vorgarten anzubringen.
Mittlerweile wurde die Foot-in-the-door-Technik allerdings in vielen weiteren Situationen erprobt. Zum Beispiel wenn es darum geht, Geld zu erbetteln oder eine Frau zu einem Date einzuladen.
Darüber hinaus versucht man in neueren Experimenten die Effektivität der Foot-in-the-door-Technik noch weiter zu verbessern…

Literatur

Chan, A. C., & Au, T. K. (2011). Getting children to do more academic work: Foot-in-the-door versus door-in-the-face. Teaching and Teacher Education, 27(6), 982-985.

Dillard, J.P., Hunter, J.E., & Burgoon, M. (1984) Sequential-request persuasive strategies: meta-analysis of foot-in-the-door and door-in-the-face. Human Communication Research, 10, 461-488.

Fointiat,V. (2000).“Foot-in-the-Mouth” vs. “Door-in-the-Face” requests. The Journal of Social Psychology, 140, 264-266.

Freedman, J.L., & Fraser, S.C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.

Grassini, A., Pascual, A. & Guéguen, N. (2013). The Effect of the Foot-in-the-Door Technique on Sales in a Computer-Mediated Field Setting. Communication Research Reports 30, 63-67.

Guéguen, N., & Jacob, C. (2001). Fund raising on the Web: The effect of the electronic foot-in-the door on prosocial request. CyberPsychology and Behavior, 4, 705-709.

Guéguen, N., Marchand, M., Pascual, A., & Lourel, M. (2010). The effect of the foot-in-the-door technique on a courtship request: a field experiment. Psychological Reports, 103(2), 529-534.

Guéguen, N., Meineri, S., Martin, A., & Grandjean, I. (2010). The combined ef-fect of the foot-in-the-door technique and the“but you are free“ technique: an evaluationon the selective sorting of household wastes. Ecopsychology, 2(4), 231-237.

Guéguen, N., & Pascual, A. (2015) Foot-in-the-Door Technique and Problematic Implicit Request for Help. Swiss Journal of Psychology, 74(2), 111.

Grassini, A., Pascual, A., & Guéguen, N. (2013). The Effect of the Foot-in-the-Door Technique on Sales in a Computer-Mediated Field Setting. Communication Research Reports 30, 63-67.

Guéguen, N., Meineri, S., Martin, A., & Grandjean, I. (2010). The combined ef-fect of the foot-in-the-door technique and the “but you are free” technique: an evaluationon the selective sorting of household wastes. Ecopsychology, 2(4), 231-237.

Guéguen, N., & Pascual, A. (2015) Foot-in-the-Door Technique and Problematic Implicit Request for Help. Swiss Journal of Psychology 74(2), 111.

Joule, R. V. (1987). Tobacco deprivation: The foot-in-the-door technique versus the low-ball technique. European Journal of Social Psychology, 17, 361-365.

Pascual A., Guéguen N., Pujos, S., & Felonneau, M.-L. (2013). Foot-in-the-door and problematic requests: A field experiment. Social Influence, 8, 46-53.