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Personality and Social Psychology Bulletin, Vol. 9, No. 3, 443-450 (1983)
DOI: 10.1177/0146167283093015
© 1983 Society for Personality and Social Psychology, Inc.

The Foot-in-the-Door Paradigm

Effects of Second Request Size on Donation Probability and Donor Generosity

Joseph Schwarzwald

Bar-Ilan University Ramat-Gan, Israel

Aharon Bizman

Bar-Ilan University Ramat-Gan, Israel

Moshe Raz

Bar-Ilan University Ramat-Gan, Israel

This study examines the impact of second requests on the percentage of donors and on donation size. In the initial stage of the study, half of the subjects were asked to sign a petition for the establishment of a social club for the handicapped. The second stage was conducted on the National Collection Day for the Rehabilitation of the Mentally Handicapped. Petition signers were asked to donate either an amount of money of their own discretion or a predetermined amount (£40,50, or 60) requested by the canvasser. While the foot-in-the-door paradigm alone enhanced the percentage of donors, the present study indicates that donation size can also be elevated by requesting specified amounts.


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