Mindfulness and Compliance: The Way We Make Requests Influences Compliance With the Foot-in-the-Door Strategy
Małgorzata Gamian-Wilk , Dariusz Doliński , Barnaba Danieluk
AbstractThe foot-in-the-door effect is considered more effective when a time lapse occurs between performing an initial, smaller request and being asked a second request. It has been hypothesized that mindfulness moderates the effectiveness of two versions of the strategy – time-delay and no-delay foot-in-the-door. The greater magnitude of time-delay foot-in-the-door is considered to be connected with increased mindfulness. The aim of this study was to verify the assumption concerning mindfulness as a state triggering time-delay foot-in-the-door. In a field experiment (N ¼ 249), we manipulated the time lapse and kind of reason (real, placebic, and no reason) accompanying a difficult or less difficult target request. This extended Langer et al. replication indicates that time-delay foot-in-the-door is indeed greater after mindfulness activation.
|Journal series||Psychological Reports, ISSN 0033-2941, e-ISSN 1558-691X, (A 15 pkt)|
|Publication size in sheets||0.95|
|Keywords in English||Compliance, social influence strategies, foot-in-the-door, mindlessness, mindfulness|
|Publication indicators||: 2016 = 0.418; : 2017 = 0.667 (2) - 2017=0.933 (5)|
|Citation count*||1 (2020-09-24)|
* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.