COULD YOU KEEP AN EYE ON MY BICYCLE FOR 2 0 MINUTES - A COMPARISON OFTHE FOOT-IN-THE-DOOR AND THE DOOR-IN-THE-FACE PROCEDURE

The concepts of social influence and social manipulation are distingui shed and sequence-procedures of manipulation are outlined. A field stu dy (n = 320) is described testing comparatively the efficiency of six sequence-procedures. Two variants of the foot-in-the-door technique, t he technique with a moderate first request and the two-feet-in-the-doo r technique, and two variants of the door-in-the-face technique, the t echnique with a moderate first request and the two-door-in-the-face te chnique, are procedures to increase compliance. Processes of internal attribution of the compliance with the requests are used to explain th e efficiency of the manipulation techniques.