Wrocław Faculty of Psychology, SWPS University of Social Sciences and Humanities
The paper reviews research on self-perception as a mechanism of the foot-in the-door technique. First I present the theory of self-perception and controversies around the issue of self-perception as a source of knowledge about self. I argue that self-image changes occurring as a result of performing the initial request may lead to higher compliance with the target request. Data suggesting existence of two separate foot-in-the-door strategies and mechanisms underlying their efficacy have been presented. Finally, on the base of the obtained results the advice has been given on how to increase the compliance rate.
Keywords: social influence, compliance, social influence techniques, foot-in-the-door, self-perception, self
Cite this article as:
Gamian-Wilk, M. (2017). Self-perception as a precondition of effectiveness of the foot-in-the-door technique. Psychologia Społeczna, 40, 14-20. doi: 10.7366/1896180020174002