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2007 | 38 | 1 | 50-63

Article title

Implicit theories and compliance with the foot-in-the-door technique

Title variants

Languages of publication

EN

Abstracts

EN
Research has shown that entity theorists (individuals who believe in fixed traits) prefer tasks which minimize the risk of failure. In contrast, incremental theorists (individuals who believe in malleable personality) choose tasks giving them the possibility to improve their skills. A series of studies involving 698 students showed that the 'foot-in-the-door' effect was significant among incremental theorists in a sequence of relatively difficult requests and among entity theorists when the requests were relatively simple. The results are explained by the differences between incremental and entity theorists in their perception of request difficulty and their assessment of the costs paid in fulfilling a request.

Year

Volume

38

Issue

1

Pages

50-63

Physical description

Document type

ARTICLE

Contributors

  • K. Lachowicz-Tabaczek, Uniwersytet Wroclawski, Instytut Psychologii, ul. Dawida 1, 50-527 Wroclaw, Poland

References

Document Type

Publication order reference

Identifiers

CEJSH db identifier
07PLAAAA02354916

YADDA identifier

bwmeta1.element.6b2b663e-c681-3d3d-9860-aa58ff8ef705
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