Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood.

Compliance without pressure: The foot-in-the-door technique.

Jonathan L. Freedman, Scott C. Fraser · Journal of Personality and Social Psychology · 1966 · 1.6K citations

Social Sciences, Psychology, Social Psychology +8

Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique.

Robert B. Cialdini, Joyce E. Vincent, Stephen K. Lewis et al. · Journal of Personality and Social Psychology · 1975 · 556 citations

Social Sciences, Psychology, Social Psychology +7

Effects of extremity of offers and concession rate on the outcomes of bargaining.

Alan A. Benton, Harold H. Kelley, Barry A. Liebling · Journal of Personality and Social Psychology · 1972 · 128 citations

Social Sciences, Economics, Game Theory +10

Compliance without pressure: Some further data on the foot-in-the-door technique

Patricia Pliner, Heather Hart, Joanne Kohl et al. · Journal of Experimental Social Psychology · 1974 · 127 citations

Engineering, Kinesiology, Applied Mechanics +2

To comply or not comply: Testing the self-perception explanation of the "foot-in-the-door" phenomenon.

Mark Snyder, Michael R. Cunningham · Journal of Personality and Social Psychology · 1975 · 124 citations

Social Sciences, Psychology, Social Psychology +16