{"id":1495,"date":"2025-02-27T11:14:02","date_gmt":"2025-02-27T04:14:02","guid":{"rendered":"https:\/\/base.binus.ac.id\/business-engineering\/?p=1495"},"modified":"2025-02-27T11:14:09","modified_gmt":"2025-02-27T04:14:09","slug":"foot-in-the-door-technique","status":"publish","type":"post","link":"https:\/\/base.binus.ac.id\/business-engineering\/2025\/02\/27\/foot-in-the-door-technique\/","title":{"rendered":"Foot-in-the-door Technique"},"content":{"rendered":"<p class=\"content\" style=\"text-indent: 21.3pt;margin: 0in 0in 12.0pt 0in\"><span lang=\"EN-GB\">This psychological concept was proposed in 1996 by Freedman and Fraser. The foot-in-the-door technique is a persuasion tactic in which an individual will start with a simple request, and then continue with a larger request for the next one, with hopes that by having the other fulfilling the simpler request, it will increase the chances of the larger request being fulfilled as well.<\/span><\/p>\n<p style=\"text-align: center\"><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-1496 aligncenter\" src=\"http:\/\/base.binus.ac.id\/business-engineering\/wp-content\/uploads\/sites\/4\/2025\/02\/Picture7.png\" alt=\"\" width=\"350\" height=\"252\" \/><span lang=\"EN-GB\">Figure 1: Example of Foot-in-the-Door Technique<\/span><\/p>\n<p>According to Freedman and Fraser, in the foot-in-the-door technique, the two requests are not necessarily related. They believe that the change in attitude is not caused by any particular issue, person or activity, instead it may be due to compliance in general. Many psychologists then supported this statement as they believe that the foot-in-the-door technique relies on the self-perception theory. Hence, Freedman and Fraser described the human mindset such that, once an individual agreed to a request, it may cause a change in the individual\u2019s attitude. He\/she may believe that he\/she is the kind of person who agrees to requests made by others and who cooperates with good causes.<\/p>\n<p>In general, the foot-in-the-door technique has three supporting theories.<\/p>\n<ul>\n<li><strong>Self-perception Theory<\/strong><\/li>\n<\/ul>\n<p>In self-perception theory, statements that gives a sense of \u201cI need your help,\u201d will serve as the trigger, whether stated or unstated.<\/p>\n<p>For example, Google tends to use the statement, \u201cWe value your opinion\u201d, which triggers the thoughts in people that they\u2019ve been helpful to Google. This kind of thing is what may cause people to be more willing to leave more reviews in the future.<\/p>\n<ul>\n<li><strong>Commitment and Consistency Principle<\/strong><\/li>\n<\/ul>\n<p>The commitment and consistency principle is one of Cialdini\u2019s six principle, which explains on how people tend to finish what they have started. This principle explains how people will comply better when the requester starts with a small request and gradually makes a more demanding request.<\/p>\n<p>For example, when a customer is in a store, the salesperson may start an interaction by helping them search for the product they want to buy. Once the customer is engaged in the conversation, it seems to be more difficult for them to turn down bigger request, such as taking the time to watch the demonstration of a product.<\/p>\n<ul>\n<li><strong>Mere-agreement Effect<\/strong><\/li>\n<\/ul>\n<p>The mere-agreement effect will only start when there is a positive response since the first point of interaction. Those positive responses will then be able to make a connection between the two involved parties and lead to a continuing agreement, even until a bigger request is not anymore too much to be complied with. The success of the mere-agreement effect is similar to the idea of the \u201cyes-ladder\u201d, in which a connection is formed when two parties show similar ideas, thoughts or beliefs. The mere-agreement effect can simply be said as an obsession for agreement and a formation of any questions that will make people agree with you.<\/p>\n<p>For example, in marketing promotions, the mere-agreement effect is frequently used, in questions such as, \u201cDo you want to lose weight without having to exercise?\u201d which leads to people being curious and checking out the product. Another example is question like, \u201cAre you willing to help me out?\u201d, supported with pictures of people living in poverty, which will gain people\u2019s empathy and leading to people being more willing to click on the \u201cdonate\u201d button.<\/p>\n<p>However, there are also some limitations and counterweights to the foot-in-the-door technique. When implementing this technique, it is important to make sure that the weight of the request is just right. The request has to be significant enough so that people will develop a sense of helpfulness when fulfilling the request. Yet, it shouldn\u2019t be too much that people will find it too difficult to fulfil and refuse the request.<\/p>\n<p>Other counterweights to be watched out for include the door-in-the-face technique and foot-in-the-face technique. The door-in-the-face technique is the complete opposite of the foot-in-the-door technique; this technique begins with a large request and followed with a smaller request. The goal of doing so is to makes the smaller, actual request seems easier to fulfil and increases the chance of the request being accepted.<\/p>\n<p style=\"text-align: center\"><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-1497 aligncenter\" src=\"http:\/\/base.binus.ac.id\/business-engineering\/wp-content\/uploads\/sites\/4\/2025\/02\/Picture8.png\" alt=\"\" width=\"327\" height=\"196\" \/><span lang=\"EN-GB\">Figure 2: Example of Door-in-the-face Technique<\/span><\/p>\n<p class=\"content\" style=\"margin-left: 0in;text-indent: 21.3pt\"><span lang=\"EN-GB\">The foot-in-the-face technique maximizes compliance, and is usually involving the usage of mid-weight requests for both times. This technique shows how people are usually more compliant when a second request of a similar weight is made directly after the first one is rejected. And in the case that the first request was accepted, the next similar request should be made around 2-3 days after the first one was made.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>This psychological concept was proposed in 1996 by Freedman and Fraser. The foot-in-the-door technique is a persuasion tactic in which an individual will start with a simple request, and then continue with a larger request for the next one, with hopes that by having the other fulfilling the simpler request, it will increase the chances [&hellip;]<\/p>\n","protected":false},"author":10,"featured_media":1496,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6],"tags":[],"class_list":["post-1495","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-articles"],"featured_image":{"phone":"https:\/\/base.binus.ac.id\/business-engineering\/wp-content\/uploads\/sites\/4\/2025\/02\/Picture7.png","tablet":"https:\/\/base.binus.ac.id\/business-engineering\/wp-content\/uploads\/sites\/4\/2025\/02\/Picture7.png"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v14.4.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Foot-in-the-door Technique - Business Engineering<\/title>\n<meta name=\"robots\" content=\"index, follow\" \/>\n<meta name=\"googlebot\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta name=\"bingbot\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/base.binus.ac.id\/business-engineering\/2025\/02\/27\/foot-in-the-door-technique\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Foot-in-the-door Technique - Business Engineering\" \/>\n<meta property=\"og:description\" content=\"This psychological concept was proposed in 1996 by Freedman and Fraser. The foot-in-the-door technique is a persuasion tactic in which an individual will start with a simple request, and then continue with a larger request for the next one, with hopes that by having the other fulfilling the simpler request, it will increase the chances [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/base.binus.ac.id\/business-engineering\/2025\/02\/27\/foot-in-the-door-technique\/\" \/>\n<meta property=\"og:site_name\" content=\"Business Engineering\" \/>\n<meta property=\"article:published_time\" content=\"2025-02-27T04:14:02+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-02-27T04:14:09+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/base.binus.ac.id\/business-engineering\/wp-content\/uploads\/sites\/4\/2025\/02\/Picture7.png\" \/>\n\t<meta property=\"og:image:width\" content=\"350\" \/>\n\t<meta property=\"og:image:height\" content=\"252\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebSite\",\"@id\":\"https:\/\/base.binus.ac.id\/business-engineering\/#website\",\"url\":\"https:\/\/base.binus.ac.id\/business-engineering\/\",\"name\":\"Business Engineering\",\"description\":\"BINUS UNIVERSITY\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":\"https:\/\/base.binus.ac.id\/business-engineering\/?s={search_term_string}\",\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"ImageObject\",\"@id\":\"https:\/\/base.binus.ac.id\/business-engineering\/2025\/02\/27\/foot-in-the-door-technique\/#primaryimage\",\"inLanguage\":\"en-US\",\"url\":\"https:\/\/base.binus.ac.id\/business-engineering\/wp-content\/uploads\/sites\/4\/2025\/02\/Picture7.png\",\"width\":350,\"height\":252},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/base.binus.ac.id\/business-engineering\/2025\/02\/27\/foot-in-the-door-technique\/#webpage\",\"url\":\"https:\/\/base.binus.ac.id\/business-engineering\/2025\/02\/27\/foot-in-the-door-technique\/\",\"name\":\"Foot-in-the-door Technique - Business Engineering\",\"isPartOf\":{\"@id\":\"https:\/\/base.binus.ac.id\/business-engineering\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/base.binus.ac.id\/business-engineering\/2025\/02\/27\/foot-in-the-door-technique\/#primaryimage\"},\"datePublished\":\"2025-02-27T04:14:02+00:00\",\"dateModified\":\"2025-02-27T04:14:09+00:00\",\"author\":{\"@id\":\"https:\/\/base.binus.ac.id\/business-engineering\/#\/schema\/person\/9f66f936705b3e1d964f9aec06498d68\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/base.binus.ac.id\/business-engineering\/2025\/02\/27\/foot-in-the-door-technique\/\"]}]},{\"@type\":[\"Person\"],\"@id\":\"https:\/\/base.binus.ac.id\/business-engineering\/#\/schema\/person\/9f66f936705b3e1d964f9aec06498d68\",\"name\":\"businesseng\",\"image\":{\"@type\":\"ImageObject\",\"@id\":\"https:\/\/base.binus.ac.id\/business-engineering\/#personlogo\",\"inLanguage\":\"en-US\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/284a05a54bbe589b01d4450d3fccc4b9?s=96&d=mm&r=g\",\"caption\":\"businesseng\"}}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","_links":{"self":[{"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/posts\/1495"}],"collection":[{"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/comments?post=1495"}],"version-history":[{"count":1,"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/posts\/1495\/revisions"}],"predecessor-version":[{"id":1498,"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/posts\/1495\/revisions\/1498"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/media\/1496"}],"wp:attachment":[{"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/media?parent=1495"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/categories?post=1495"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/base.binus.ac.id\/business-engineering\/wp-json\/wp\/v2\/tags?post=1495"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}