Psychology is fascinating. It can also be a bummer. Many people use it to persuade and get their way. The Foot-in-the-door phenomenon is a persuasion tactic just like that.
The Foot-in-the-Door phenomenon explains how people are more likely to comply with a larger request when first presented with a small request. It was first observed by Jonathan Freedman and Scott Fraser in 1966. In their famous experiment, they asked people to put up a large, ugly billboard in their backyard that promotes safe driving. Only 17% agreed to do it. However, for some people, they first asked them to put up a small sign in their window and for those who agreed, they followed up later and requested to put up a large sign (the same sign), 76% complied. This means that people were more than four times as likely to comply with the large request after first agreeing to a small one. So, why does it work?
Firstly, once we take a small action, we feel committed to align with that behavior and prone to accept a larger request. In addition to that, when we initially accept a small request, we see ourselves as the person who supports that cause or behavior.
Now that I’ve told you this, where do you see this phenomenon occurring to you or maybe even you applying it to someone else?
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