An application of the foot in the door technique to organ donation

Carducci, Bernardo J.; Denser, Pamela S.; Bauer, Andrew; Large, Michael; Ramaekers, Marie

doi:10.1007/bf01016444

Cited by 35 publications

(32 citation statements)

References 6 publications

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“…agreeing to be interviewed, can trigger a ''momentum of compliance'' (Schwartz 1970, p. 283) which in turn induces later compliance with significantly larger requests, e.g. organ or bone marrow donations (Carducci et al 1989;Schwartz 1970).…”

Section: Foot-in-the-door Techniquementioning

confidence: 99%

The unintended consequence of doorstep consumer protection: surprise, reciprocation, and consistency

Hoeppner

2012

Eur J Law Econ

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Cooling-off periods are universally employed in doorstep selling regimes. Paired with a right for consumers to withdraw from the contract, this legal instrument seeks to protect consumers against superior skilled and knowledgeable sellers thus restoring the balance of interests. According to prior literature, cooling-off periods also serve an economic function by moderating the abuse of market power, by mitigating problems of hidden characteristics, and by promoting consumer choice. If their drawbacks-mainly the creation of consumer moral hazard and shifting of risk to the seller-can be contained, cooling-off periods are hence supposed to yield efficiency gains. By thinking out of this box, the present paper showcases that cooling-off periods also establish the perverse incentive for the seller to increase consumer compliance to a level which outlasts the cooling-off period. I argue that inevitably occurring psychological factors and transaction costs from the cooling-off regime amplify each other, thus creating a hard-lock status-quo bias. Based on behavioural insights and transaction cost theory, I predict that an inefficiently high number of consumers will enter into a doorstep contract and that, at the same time, the number of cancelled contracts will be inefficiently low. Consequently, I propose to change the default inherent in current cooling-off regimes from presumed consent to presumed withdrawal in order to debias consumers' withdrawal decision

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Section: Foot-in-the-door Techniquementioning

confidence: 99%

The unintended consequence of doorstep consumer protection: surprise, reciprocation, and consistency

Hoeppner

2012

Eur J Law Econ

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show abstract

“…Similarly, in a telephone campaign for a local zoo, Goldman (1985) found that the likelihood of inducing compliance with a request to stuff and address envelopes for a fundraising drive was increased by first asking people a few questions about the zoo. Carducci and his associates (Carducci & Deuser, 1984;Carducci, Deuser, Bauer, Large, & Ramaekers, 1989) found that college students who first answered questions about various aspects of organ donation subsequently indicated greater willingness to become organ donors than did students who were not asked the preliminary questions. However, it should be noted that, for ethical reasons, Carducci and his associates did not actually ask the students to register as organ donors and it is not known how many students, if any, took the initiative to register on their own.…”

Section: Verbal Requests For Charitable Contributionsmentioning

confidence: 95%

Application of compliance techniques to direct-mail requests for charitable donations

Weyant

1996

Psychol. Mark.

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“…Since Freedman and Fraser's original work on FITD, this technique has been applied to a variety of practical situations, including charitable causes (Pliner, Hart, Kohl, & Saari, 1974;Schwarzwald, Bizman, & Raz, 1983) and organ donation (Carducci, Deuser, Bauer, Large, & Ramaekers, 1989;Girandola, 2002). FITD also has been applied effectively to the domain of changing health-related behaviors including smoking reduction (Joule, 1987), encouraging women to schedule gynecological exams (Dolin & Booth-Butterfield, 1995), and reducing drinking and driving behavior (Taylor & Booth-Butterfield, 1993).…”

Section: Commitment/consistencymentioning

confidence: 99%

A Test of the Automaticity Assumption of Compliance Tactics: Discouraging Undergraduate Binge Drinking by Appealing to Consistency and Reciprocity

Conner

Miller

Brannon

2014

Communication Quarterly

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An application of the foot in the door technique to organ donation

Cited by 35 publications

References 6 publications

The unintended consequence of doorstep consumer protection: surprise, reciprocation, and consistency

The unintended consequence of doorstep consumer protection: surprise, reciprocation, and consistency

Application of compliance techniques to direct-mail requests for charitable donations

A Test of the Automaticity Assumption of Compliance Tactics: Discouraging Undergraduate Binge Drinking by Appealing to Consistency and Reciprocity

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