TY - JOUR
T1 - A health fundraising experiment using the “foot-in-the-door” technique
AU - Comello, Maria Leonora (Nori) G.
AU - Myrick, Jessica
AU - Raphiou, April Little
N1 - Publisher Copyright:
© 2016, Copyright © Taylor & Francis Group, LLC.
PY - 2016/7/2
Y1 - 2016/7/2
N2 - Foot-in-the-door (FITD) involves obtaining compliance with a small request to boost compliance with a larger request. Only a few studies to date have tested the technique in health and fundraising contexts, and even fewer have examined the psychological processes involved. To address these gaps, we conducted an experiment as an actual fundraiser for a cancer-awareness organization. The technique activated a self-concept as a supporter of cancer awareness among those in the FITD condition. Donation amount was also higher among those in FITD, but only among those with higher levels of worry and low to moderate levels of preference for consistency.
AB - Foot-in-the-door (FITD) involves obtaining compliance with a small request to boost compliance with a larger request. Only a few studies to date have tested the technique in health and fundraising contexts, and even fewer have examined the psychological processes involved. To address these gaps, we conducted an experiment as an actual fundraiser for a cancer-awareness organization. The technique activated a self-concept as a supporter of cancer awareness among those in the FITD condition. Donation amount was also higher among those in FITD, but only among those with higher levels of worry and low to moderate levels of preference for consistency.
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U2 - 10.1080/07359683.2016.1199209
DO - 10.1080/07359683.2016.1199209
M3 - Article
C2 - 27484742
AN - SCOPUS:84980332114
SN - 0735-9683
VL - 33
SP - 206
EP - 220
JO - Health Marketing Quarterly
JF - Health Marketing Quarterly
IS - 3
ER -
