Psych M.D. - Foot-in-the-door phenomenon


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Term: Foot-in-the-door phenomenon
Definition (Myers):The tendency for people who have first agreed to a small request to comply later with a larger request.
Definition (alternative): A compliance tactic that involves getting a person to agree to a large request by first setting them up by having that person agree to a modest request. *
Contextual explanation: People who agree to a small action tend to agree to larger requests. For example, the Chinese used this phenomenon to control people's minds. By increasing their demands to their prisoners, they eventually brainwashed them with the thought that capitalism is bad and communism is good. The behavior of the prisoners demonstrate Foot-in-the-door phenomenon. At first they complied to the harmless requests which led them to do so towards greater ones.

Related terms and concepts: Attitude
foot in the door
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Related websites: http://psychcentral.com/encyclopedia/2009/foot-in-the-door-phenomenon/, http://www.nationmaster.com/encyclopedia/Foot_in_the_door-technique
Edited by: Susie



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