What the Foot in the Door Technique Can Do for You, According to Psychology Experts

Table of ContentsView AllTable of ContentsDefinitionHow and Why It WorksResearch and StudiesExamplesOther TechniquesCriticisms and LimitationsPractical Tips

Table of ContentsView All

View All

Table of Contents

Definition

How and Why It Works

Research and Studies

Examples

Other Techniques

Criticisms and Limitations

Practical Tips

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Getting someone to do what you want them to do is an age-old problem we all face from time to time. Whether you’re trying to convince someone to buy your product, donate to your charity, or hire you for a job, there are countless areas in our lives in which a little persuasion can go a long way. I ask myself every day how I’m going to get my kids todo their homeworkor pick their dirty clothes up off the floor.

When you’re trying to get someone to do something, it can be helpful to have a bit of a technique. One of the most popular techniques is the foot in the door technique. In a nutshell, this technique involves starting with a small request before you make a larger request. And it’s actually quite effective, according to research.

Let’s take a look at how this technique works, including the psychology behind it, some real-life examples, and practical tips for making it work.

The Incentive Theory of Motivation

What Is the Foot in the Door Technique?

In the world of psychology, the foot in the door technique is considered to be a technique that increasescompliance. “The foot-in-the-door approach seeks to have one first comply with a trivial request with the intention of achieving a more significant one at a later point,” explainsMichelle Dees, MD, board-certified Psychiatrist at Luxury Psychiatry Medical Spa.

The term originated in 1966 with psychologists Jonathan Freedman and Scott Fraser, who ran an experiment on American housewives. Their goal was to get the women to allow a team of investigators to visit their homes and take inventory of which products they used most frequently for cooking and cleaning. The researchers found that the women who were given a brief survey to fill out a few days before the initial visit request were much more likely to allow the investigators into their homes.

Freedman and Fraser said that their experiment proved that when you prepare people with a smaller request before a bigger one, they are more likely to say yes to the bigger one. The psychologists named this the “Foot-in-the-Door” (FITD) technique.

Psychological Persuasion Techniques

How does the foot in the door technique work from a psychological POV? According to research, there are two main theories behind the foot in the door effect:

“In practice, when someone consents to a small action, they often feel a psychological obligation to follow through on related, larger actions,” Tse says. “In my experience as a psychotherapist, understanding this principle can aid in building rapport and fostering cooperation in therapeutic settings.”

Intrinsic Motivation vs. Extrinsic Motivation: What’s the Difference?

There is a ton of evidence that the foot in the door technique is effective.

As summarized in a research article published inSocial Influence, there have been five meta-analyses of the foot in the door technique, all of which have shown it to be an effective way to get people to comply with your requests.

Additionally, studies have looked at specific examples of compliance, including that the foot in the door has helped persuade women to get screened for breast cancer. The technique was also shown to be a successful way to get students to carry cards designating them as organ donors.

Researchers found that the drivers who had a pleasant interaction during the traffic situation were less likely to honk at other drivers as traffic got worse.

Freud’s Concepts of Thanatos and Eros

Examples of the Foot in the Door Technique

The foot in the door technique can be used in the public sphere as well as in interpersonal interactions. Let’s look at some of the scenarios where this technique is utilized. Some of them are likely already quite familiar to you.

Not only can it be a useful technique to use, but knowing when it is being used on you can help you avoid being persuaded to do something you don’t actually want to do.

Commercial and Marketing Uses

Social and Political Campaigns

Social and political campaigns often use principles from the foot in the door technique. For instance, says Tse, candidates might first ask voters to display a small token of support, such as a bumper sticker.

Charitable Donations

The foot in the door technique is often used to solicit charitable donations. For instance, research has found that when it comes to donating to charity or donating blood to a blood bank, the foot in the door technique increases chances of success.

Interpersonal Interactions

There are several different kinds of scenarios where you might use the foot in the door technique in your interactions with others. For instance, Dr. Dees gives the example of wanting to ask a friend for help or support. You might first start with asking if they would lend you a book or another more trivial ask. Then, you might transition to asking them for help with something bigger, like help with a project you are working on, or emotional support.

In a Therapy Setting

“A particular instance that stands out to me is when a client, who was initially resistant to therapy, opened up after agreeing to discuss a simple mood check-in at the beginning of sessions,” Tse shares. “This method of easing gradually into vulnerability can be very effective in creating a safe, supportive environment for personal growth.”

How to Stop People-Pleasing

Foot in the Door vs. Other Techniques

The foot in the door technique is a gentler and more gradual approach, Dr. Dees points out. The two techniques draw from different psychological phenomena, she says, with the foot in the door playing onguiltand concession, and the door in the face technique centering on consistency and commitment.

The Psychology of Shame

With approaches like the foot in the door technique, moral considerations may come up. “Ethical considerations arise when this technique manipulates or pressures individuals beyond their comfort zones,” Tse notes.

Although the foot in the door technique is a helpful way to facilitate gradual, meaningful progress to a goal without overwhelming someone, you have to be careful not to use it as a way tomanipulate.

“It’s essential to use this technique judiciously to avoid any sense of coercion or obligation,” Tse emphasizes.

This is true in both interpersonal and public uses of the technique. “It becomes an oppressive technique if used poorly as it compels people to agree to even more foolish requests,” says Dr. Dees. Any person or entity using this technique must be vigilant that it’s used with integrity.  “Making sure that people are free to say no without fear of consequences is not only ethical but builds trust too,” Dr. Dees explains.

How to Recognize the Signs and Types of Manipulative Behavior

Practical Tips for Using Foot in the Door Technique

So, how to get started with the foot in the door technique? Dr. Dees shared her top tips:

Be Consistent

When possible, Dr. Dees recommends against making unrelated requests, meaning that your first request should be in some way related to the second one. “Consistency in your requests makes the other person begin to appreciate the connection between the steps,” she explains. “This way helps to remind us why this goal is set and why there is a need to move toward its attainment.”

Build Trust

When you are using the foot in the door technique in relationships, you want to focus on respect and trust. You should make it clear that the other person understands your motives for requesting what you are asking for. “With such trust, people are more willing to cooperate with you and positive results are a good expectation,” Dr. Dees says.

Be Responsible

When it comes to the foot in the door techniques, it’s all about understanding people’s limits. Always keep the other person’sboundariesin perspective, Dr. Dees advises. “Ethics are important here,” she explains. You don’t want to manipulate the other person in the scenario, and you want to be able to let the request go if they are uncomfortable with it.

Takeaways

The foot in the door technique can be an effective way to build trust and facilitate engagement, Tse says. It works in the area of marketing, political campaigns, and securing donations for charity and other causes. It’s also a great way to ask people for favors, make them more comfortable with sharing their feelings, and simply to get someone who is reluctant to cooperate with a request.

But it should be done thoughtfully and with care. “The key is to ensure that each step feels comfortable and achievable, avoiding any sense of pressure,” Tse concludes.

What to Know About Peer Pressure

5 SourcesVerywell Mind uses only high-quality sources, including peer-reviewed studies, to support the facts within our articles. Read oureditorial processto learn more about how we fact-check and keep our content accurate, reliable, and trustworthy.Pascual A, Guéguen N, Pujos S, et al.Foot-in-the-door and problematic requests: A field experiment.Soc Influ. 2012;8(1):46–53. doi:10.1080/15534510.2012.696038American Psychological Association.Foot-in-the-door technique. APA Dictionary of Psychology.Guéguen N, Martin A, Silone F, et al.Foot-in-the-door technique and reduction of driver’s aggressiveness: A field study.Transp Res F: Traffic Psychol Behav. 2016;36:1-5. doi:10.1016/j.trf.2015.10.006Mohan V, Kaur H.Assessing the effectiveness of foot-in-the-door technique of compliance in Indian context.Int Journal of Indian Psychol. 2020;8(4). doi:10.25215/0804.156American Psychological Association.Door-in-the-face technique. APA Dictionary of Psychology.

5 Sources

Verywell Mind uses only high-quality sources, including peer-reviewed studies, to support the facts within our articles. Read oureditorial processto learn more about how we fact-check and keep our content accurate, reliable, and trustworthy.Pascual A, Guéguen N, Pujos S, et al.Foot-in-the-door and problematic requests: A field experiment.Soc Influ. 2012;8(1):46–53. doi:10.1080/15534510.2012.696038American Psychological Association.Foot-in-the-door technique. APA Dictionary of Psychology.Guéguen N, Martin A, Silone F, et al.Foot-in-the-door technique and reduction of driver’s aggressiveness: A field study.Transp Res F: Traffic Psychol Behav. 2016;36:1-5. doi:10.1016/j.trf.2015.10.006Mohan V, Kaur H.Assessing the effectiveness of foot-in-the-door technique of compliance in Indian context.Int Journal of Indian Psychol. 2020;8(4). doi:10.25215/0804.156American Psychological Association.Door-in-the-face technique. APA Dictionary of Psychology.

Verywell Mind uses only high-quality sources, including peer-reviewed studies, to support the facts within our articles. Read oureditorial processto learn more about how we fact-check and keep our content accurate, reliable, and trustworthy.

Pascual A, Guéguen N, Pujos S, et al.Foot-in-the-door and problematic requests: A field experiment.Soc Influ. 2012;8(1):46–53. doi:10.1080/15534510.2012.696038American Psychological Association.Foot-in-the-door technique. APA Dictionary of Psychology.Guéguen N, Martin A, Silone F, et al.Foot-in-the-door technique and reduction of driver’s aggressiveness: A field study.Transp Res F: Traffic Psychol Behav. 2016;36:1-5. doi:10.1016/j.trf.2015.10.006Mohan V, Kaur H.Assessing the effectiveness of foot-in-the-door technique of compliance in Indian context.Int Journal of Indian Psychol. 2020;8(4). doi:10.25215/0804.156American Psychological Association.Door-in-the-face technique. APA Dictionary of Psychology.

Pascual A, Guéguen N, Pujos S, et al.Foot-in-the-door and problematic requests: A field experiment.Soc Influ. 2012;8(1):46–53. doi:10.1080/15534510.2012.696038

American Psychological Association.Foot-in-the-door technique. APA Dictionary of Psychology.

Guéguen N, Martin A, Silone F, et al.Foot-in-the-door technique and reduction of driver’s aggressiveness: A field study.Transp Res F: Traffic Psychol Behav. 2016;36:1-5. doi:10.1016/j.trf.2015.10.006

Mohan V, Kaur H.Assessing the effectiveness of foot-in-the-door technique of compliance in Indian context.Int Journal of Indian Psychol. 2020;8(4). doi:10.25215/0804.156

American Psychological Association.Door-in-the-face technique. APA Dictionary of Psychology.

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