Autopercepcja warunkiem efektywności techniki „stopa w drzwiach”
SELF-PERCEPTION AS A PRECONDITION OF EFFECTIVENESS OF THE FOOT-IN-THE-DOOR TECHNIQUE
Subject(s): Social Sciences, Psychology, Social psychology and group interaction, Psychology of Self, Behaviorism
Published by: Wydawnictwo Naukowe Scholar Sp. z o.o.
Keywords: social influence; compliance; social influence techniques; foot-in-the-door; self-perception; self
Summary/Abstract: 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.
- Issue Year: XII/2017
- Issue No: 40
- Page Range: 14-20
- Page Count: 6
- Language: Polish