More Evidence on Interpersonal Yielding.

The relative effectiveness of the foot-in-the-door and door-in-the-face techniques in inducing subjects to comply with a commercial request for information was assessed in a field experiment. Although foot-in-the-door was found to be more effective than door-in-the-face, contrary to expectations the behavioral compliance rate was not significantly different from control outcomes. The implications of these findings are discussed. [ABSTRACT FROM AUTHOR]