Appearance (Ethnic Origin) of Requester Affects the Foot-In-The-Door Technique

Fointiat, Valérie; Saint-Bauzel, Roxane

doi:10.2466/07.17.pms.111.6.694-700

Cited by 2 publications

(3 citation statements)

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“…The level of action identification is important to enable people to be committed, but the source of the request seems important as well: in a field experiment, Fointiat and Saint-Bauzel (2010) found that the FITD was ineffective if the requester was not of the same ethnic appearance as the participants. Congruent with the results of Eastwick and Gardner (2009) obtained in virtual environments, this outcome shows that even under the influence of established compliance procedures, individuals are not automatically committed to anybody.…”

Section: Discussionmentioning

confidence: 99%

Section: Implications For Researchersmentioning

confidence: 99%

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Compliance without pressure for minimal income policy management.

Silone¹,

Pascual²,

Meineri

et al. 2016

Psychology, Public Policy, and Law

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In a field study for a French public organization, 3 strategies designed to enhance attendance at meetings were compared. Recipients of a minimum income allowance receive invitation letters to orientation meetings; these letters usually emphasize coercion and threaten to withdraw their allowance. This approach has limitations: the participation rate is poor, and the consequences are detrimental for both the organization and the beneficiaries. To overcome those difficulties, we tested alternative ways of promoting compliance without pressure and influence. The first strategy involved sending the traditional peremptory invitation letter; the second strategy involved sending a new version of the letter that emphasized commitment factors and freedom evocation (“the binding mail technique”); and the third strategy involved behaviorally involving the beneficiaries by a combination of binding communication, level of action identification, and freedom evocation before the traditional letter was sent. Results showed that the use of compliance-gaining procedures led the nonattendance rate to diminish from 76% (the peremptory letter) to 57% with the binding mail, and to 33% for the combined techniques. These impressive results, however, are tempered somewhat by the fact that a study in a second agency yielded nonsignificant effects, with nonattendance rates at approximately the same level in all conditions (respectively 52%, 41%, and 43%). Results are discussed in light of commitment theory, social identity theory, and behavioral science; further research is proposed and the adoption of a “binding identities” meta-theoretical perspective advocated.

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Section: Discussionmentioning

confidence: 99%

Section: Implications For Researchersmentioning

confidence: 99%

Compliance without pressure for minimal income policy management.

Silone¹,

Pascual²,

Meineri

et al. 2016

Psychology, Public Policy, and Law

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“…For the last five decades, this social influence strategy has been well-documented and empirically validated (Dillard et al, 1984;Burger, 1999;Pascual and Guéguen, 2005). It still spikes interest among researchers (Dolinski, 2009(Dolinski, , 2012Fointiat and Saint-Bauzel, 2010;Saint-Bauzel and Fointiat, 2012;Pascual et al, 2013;Gamian-Wilk et al, 2018). The two metaanalyses conducted on FITD show a moderate effect (Beaman et al, 1983;Dillard et al, 1984).…”

Section: Introductionmentioning

confidence: 99%

To Be or Not Be Human-Like in Virtual World

Barbier

Fointiat

2020

Front. Comput. Sci.

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The main objective is a double one. First and foremost, it is a question of showing that foot-in-the-door as a proven behavioral influence technique in offline interactions maintains its efficiency in online interactions. It is then a question of exploring the impact of the anthropomorphism vs. the non-anthropomorphism of the requester avatar on the efficiency of this technique. Foot-in-the-door is based on a simple principle: you start by asking for a little in a first step to increase the probability of obtaining a lot in a second step. The research was conducted in the Second Life virtual world. In a control condition (n = 200), a requester avatar directly proposed the target request. In a foot-in-the-door condition (n = 200), the requester avatar started by presenting a preparatory request before proposing the target request. According to the conditions, the requester avatar was human-like (female or male), or non-human-like (flower, balloon, cube). As expected, our results show that overall the foot-in-the door-technique remains efficient in the virtual world; they also show that this efficiency depends on the human-like form of the requester avatar. This last result is interpreted as a reference to the theory of social presence. Non-human-like avatars could generate a weak social presence, to the point where the mechanisms of self-perception and commitment underlying the foot-in-the-door effect may not be automatically initiated. Player avatars would in this way be freed from the rules of social interaction occurring in offline interactions.

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Appearance (Ethnic Origin) of Requester Affects the Foot-In-The-Door Technique

Cited by 2 publications

References 22 publications

Compliance without pressure for minimal income policy management.

Compliance without pressure for minimal income policy management.

To Be or Not Be Human-Like in Virtual World

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