Autopercepcja warunkiem efektywności techniki „stopa w drzwiach”
SELF-PERCEPTION AS A PRECONDITION OF EFFECTIVENESS OF THE FOOT-IN-THE-DOOR TECHNIQUE

Summary/Abstract: The paper reviews research on self-perception as a mechanism of the foot-in the-door technique. First I present the theory of self-perception and controversies around the issue of self-perception as a source of knowledge about self. I argue that self-image changes occurring as a result of performing the initial request may lead to higher compliance with the target request. Data suggesting existence of two separate foot-in-the-door strategies and mechanisms underlying their efficacy have been presented. Finally, on the base of the obtained results the advice has been given on how to increase the compliance rate.

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