Persuasion: Compliance Without Pressure The Foot In The Door Technique
Another fascinating paper profiled in Robert Cialdini’s book Yes: 50 proven ways to be persuasive…
Abstract (Via Freedman and Fraser @ stanford)
How can a person be induced to do something he would rather not do? This question is relevant to practically every phase of social life, from stopping at a traffic light to stopping smoking, from buying Brand X to buying savings bonds, from supporting the March of Dimes to supporting the Civil Rights Act.