Testing the Effectiveness of Alternative Foot-in-the-Door Manipulations

Hansen, Robert A.; Robinson, Larry M.

doi:10.2307/3150534

Cited by 31 publications

(7 citation statements)

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“…In contrast, we find that the shopping momentum is not sensitive to the relative magnitude of the two items. Third, the foot-in-the-door effect is generally moderated by the involvement and impact on self-image generated by the initial request (Hansen and Robinson 1980), but the results of studies 4 and 5 suggests that momentum can be triggered by relatively low involvement and small purchases. Finally, foot-in-the-door is a long-term effect, operating across weeks.…”

Section: Discussionmentioning

confidence: 94%

The Shopping Momentum Effect

Dhar¹,

Huber

Khan

2007

Journal of Marketing Research

181

146

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The Shopping Momentum EffectShopping momentum occurs when an initial purchase provides a psychological impulse whose momentum drives the purchase of a second, unrelated product. The most promising theoretical mechanism for shopping momentum comes from Gollwitzer's (1990) theory of implementation and deliberation mindsets. Momentum occurs because the initial purchase moves one from a deliberative to an implemental mindset, thus driving subsequent purchases.After demonstrating the effect both in a market and in highly controlled settings, we support the mindset theory by showing how an initial purchase encourages greater recall of implemental thoughts. Then we explore the boundaries of this effect by examining how shopping momentum can be interrupted. Finally, we show that shopping momentum is not intuited by respondents in a hypothetical purchase. This result suggests that consumers have limited awareness of previous purchases affecting subsequent ones. We discuss alternative theoretical accounts for these results and explore consequences for marketing managers.

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Section: Discussionmentioning

confidence: 94%

The Shopping Momentum Effect

Dhar¹,

Huber

Khan

2007

Journal of Marketing Research

181

146

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“…A simple random sample of 115 firms was selected from a roster of the wineries in Mendoza and San Juan. We undertook several measures to increase participation and response rates, including gaining the enthusiastic approval of the project by the relevant sectoral associations, inviting firm owners/directors by mail and telephone to participate in the survey (Buse, 1973;Hansen & Robinson, 1980), and replacing 15 firms that declined to participate with 15 similar, randomly selected firms. One hundred and twelve firms completed surveys, giving a 97 percent response rate.…”

Section: Deductive Analysis: Data and Methodologymentioning

confidence: 99%

Public-Private Institutions as Catalysts of Upgrading in Emerging Market Societies

McDermott

Corredoira

Kruse

2009

AMJ

162

128

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In this article, we argue that the ability of a firm to access a variety of knowledge resources and, in turn, upgrade its products depends on its being tied not simply to any or many organizations and institutions, but rather to those that act as social and knowledge bridges between previously isolated producer communities. Through a multimethod analysis of the recent transformation of the Argentine wine industry, we highlight how distinct governance rules for new government support institutions can anchor their multiplex, cross-cutting network qualities, which underpin their ability to provide improved collective resources and reshape the ties between firms.

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“…Notably, McCabe and Michelson [ 27 ] test how effective this technique is in turning people out to vote and find that simply asking people if they could be counted on to vote is much more effective. Additional evidence suggests that follow-ups and reminders of one’s prior behavior can significantly increase the likelihood of subsequent action [ 28 , 29 ].…”

Section: The Psychological Bases Of Voting Behaviormentioning

confidence: 99%

Walking the walk? Experiments on the effect of pledging to vote on youth turnout

2018

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Psychological theories of political behavior suggest that commitments to perform a certain action can significantly increase the likelihood of such action, but this has rarely been tested in an experimental context. Does pledging to vote increase turnout? In cooperation with the Environmental Defense Fund during the 2016 election, we conduct the first randomized controlled trials testing whether young people who pledge to vote are more likely to turn out than those who are contacted using standard Get-Out-the-Vote materials. Overall, pledging to vote increased voter turnout by 3.7 points among all subjects and 5.6 points for people who had never voted before. These findings lend support for theories of commitment and have practical implications for mobilization efforts aimed at expanding the electorate.

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Testing the Effectiveness of Alternative Foot-in-the-Door Manipulations

Cited by 31 publications

References 0 publications

The Shopping Momentum Effect

The Shopping Momentum Effect

Public-Private Institutions as Catalysts of Upgrading in Emerging Market Societies

Walking the walk? Experiments on the effect of pledging to vote on youth turnout

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