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Personality and Social Psychology Bulletin, Vol. 17, No. 3, 283-288 (1991)
DOI: 10.1177/0146167291173008

The Current Status of Research on Sequential-Request Compliance Techniques

James Price Dillard

University of Wisconsin-Madison

Three meta-analyses have been conducted on the foot-in-the-door literature and two on the door-in-the-face. This article presents a qualitative comparison and synthesis of those quantitative reviews. First, an overview of the findings is presented. Next, two recent attempts to develop a theoretical perspective that accounts for both request sequences are examined. Finally, attention is given to questions that are as yet unresolved.


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