FITD
Foot-in-the-door (FITD) is a compliance technique used in social psychology, marketing, and persuasion. In FITD, an individual is first asked to comply with a small, easily granted request. After agreeing, the requester makes a larger, related request. The initial agreement increases the likelihood that the second, more demanding request will be accepted, often because the person has begun to see themselves as cooperative and wants to remain consistent with that self-image.
Originating in the work of Freedman and Fraser in 1966, FITD was demonstrated in experiments where households
Effectiveness depends on several factors, including the perceived relatedness of the requests, the public nature of
Applications of FITD include fundraising, sales, public health campaigns, and behavioral interventions. Ethical considerations focus on