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Personality and Social Psychology Bulletin
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When Saying Yes Leads to Saying No: Preference for Consistency and the Reverse Foot-in-the-Door Effect

Rosanna E. Guadagno

Arizona State University, rosanna{at}asu.edu

Terrilee Asher

Arizona State University

Linda J. Demaine

RAND

Robert B. Cialdini

Arizona State University

A requester using the foot-in-the-door (FITD) tactic begins by gaining compliance with a small request and then advances to a related, larger request. Previous work has demonstrated that a strong preference for consistency among targets of the tactic can enhance the FITD effect. Other work has indicated that an inadequate delay between the requests can produce resistance and can significantly reduce the effect. Study 1 found that high levels of preference for consistency (PFC) were sufficient to override this resistance, provided that participants’ prior helpfulness in complying with the initial request was made salient. Study 2 replicated this finding among high-PFC participants and showed that low-PFC participants demonstrated a reverse FITD effect when their prior helpfulness was made salient. The authors conclude that high- and low-PFC individuals are likely to become more or less consistent with an action (respectively) when focused on the personal implications of that action.

Personality and Social Psychology Bulletin, Vol. 27, No. 7, 859-867 (2001)
DOI: 10.1177/0146167201277008
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[Abstract] [PDF]