Research Details

Abstract

Foot-in-the-door and door-in-the-face are multiple request techniques frequently used to increase behavioral compliance. However, results from experimental research indicate that these techniques may enhance, undermine, or have no effect on compliance. In the authors' research, the notion of information availability is introduced to help specify when multiple request techniques are likely to be effective. Four experiments are reported that test and support the information availability predictions.

Type

Article

Author(s)

Alice M. Tybout, Brian Sternthal, Bobby Calder

Date Published

1983

Citations

Tybout, Alice M., Brian Sternthal, and Bobby Calder. 1983. Information availability as a determinant of multiple request effectiveness. Journal of Marketing Research.(3): 280-290.