Dillard, J. P. (1991). The current status of research on sequential-request compliance techniques. Personality and Social Psychology Bulletin, 17(3), 283-288.

Three meta-analyses have been conducted on the foot-in-the-door literature and two on the door-in-the-face. This article presents a qualitative comparison and synthesis of those quantitative reviews. First, an overview of the findings is presented. Next, two recent attempts to develop a theoretical perspective that accounts for both request sequences are examined. Finally, attention is given to questions that are as yet unresolved.

 

Dillard, J. P. (1991). The current status of research on sequential-request compliance techniques. Personality and Social Psychology Bulletin, 17(3), 283-288.

https://doi.org/10.1177/0146167291173008