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Fifteen Years of Foot-in-the Door Research

A Meta-Analysis

University of Montana

C. Maureen Cole

University of Montana

Marilyn Preston

University of Montana

Bonnel Klentz

University of West Florida

Nancy Mehrkens Steblay

Concordia College at Moorhead, MN

Meta-analyses were performed on research investigating the foot-in-the-door phenomenon. A total of 120 experimental groups were examined, as well as a subset of the research considered to be pure tests of the foot-in-the-door hypothesis. The statistical combinations were consistent in indicating that the phenomenon, although replicable, is weak and not nearly as robust as assumed. Nearly half of the studies either produced no effects or effects in the wrong direction. The common self-perception explanation was found to be imprecise in leading to clear predictions; nevertheless, data were presented that have implications for the theory. A number of potentially mediating variables were examined. New theorctical development and clarification of underlying proceses are needed.

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