Acceptance technique: the [foot in the door]

The "foot in the door" technique is a social influence strategy designed to increase the likelihood that a person will agree to a large request by first making a much smaller, easier-to-accept initial request.

Once the person has agreed to the smaller request, they are more likely to also agree to the subsequent larger request.

Psychological Basis: Consistency and Self-Perception

The psychological principle underlying this technique relates to the human need to be and appear consistent with one's prior actions and commitments.

When a person agrees to a small request, they may begin to view themselves as helpful, cooperative, or supportive of that particular cause or person.

Later, when presented with a larger, related request, refusing might generate cognitive dissonance, or inconsistency with that newly formed self-image.

To maintain consistency and a positive view of themselves, the person may feel more inclined to accept the second, larger request.

Classic Example: Yard Signs

A classic study demonstrating the effectiveness of this technique involved asking neighborhood residents if they would be willing to place a large, unattractive sign in their front yard promoting safe driving.

When this large request was made directly, most people refused.

However, another group of residents was first asked a much smaller request: to place a small sticker in their window or to sign a petition promoting safe driving. Most agreed to this initial request.

Weeks later, when this same group was made the larger request to place the sign in their yard, the acceptance rate was significantly higher than in the group that only received the larger request.

The initial commitment to the cause through the small action increased the likelihood of agreeing to a larger action.

Applications and Considerations

The foot-in-the-door technique is use