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

• Authors: Gamian-Wilk M. , Lachowicz-Tabaczek K.
• 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.

Keywords

EN

COMPLIANCE; FOOT-IN-THE-DOOR; IMPLICIT THEORIES

Discipline

• PSYCHOLOGY: PSYCHOLOGY

• Publisher: Committee for Psychological Sciences, Polish Academy of Sciences
• Journal: Polish Psychological Bulletin
• Year: 2007
• Volume: 38
• Issue: 1
• Pages: 50-63
• Document type: ARTICLE

Contributors

author

Gamian-Wilk M.

author

Lachowicz-Tabaczek K.

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

Identifiers

CEJSH db identifier

07PLAAAA02354916