does this article align with my discussion to monica. the part where I used Freedman and Fraser 1996, if so I would like to reference this one instead of them

Personality and Social Psychology Review Copyright @ 1999 by 1999, Vol. 3, No. 4, 303-325 Lawrence Erlbaum Associates, Inc. The Foot-in-the-Door Compliance Procedure: A Multiple-Process Analysis and Review Jerry M. Burger Department of Psychology Santa Clara University Research on the social compliance procedure known as the foot-in-the-door (FITD) technique is reviewed. Several psychological processes that may be set in motion with a FITD manipulation are identified: self-perception, psychological reactance, con- formity, consistency, attributions, and commitment. A review of relevant investiga- tions and several meta-analyses support the notion that each of these processes can in- fluence compliance behavior in the FITD situation. I argue that the combined effects of these processes can account for successful FITD demonstrations as well as studies in which the technique was ineffective or led to a decrease in compliance. The experi- mental conditions most likely to produce an FITD effect are identified. More than 3 decades ago, a team of psychologists the proverbial salesperson who sticks a foot in the telephoned housewives in Palo Alto, California and open door, getting the participant to agree with the asked if the women would answer a few questions easy request paves the way for agreement with the about the household products they used. Three days real request. later, the psychologists called again. This time, they The widespread interest in the FITD technique can asked if they could send five or six men into the be attributed in part to what it tells us about the na- house to go through cupboards and storage places as ture of social interactions and compliance. However, part of a 2-hr enumeration of household products. the procedure also carries with it some obvious prac- The investigators found these women were more than tical applications. FITD studies can be found in psy- twice as likely to agree to the 2-hr request than a chology, marketing, communication, and economics group of housewives asked only the larger request journals. Yet despite the plethora of research, some (Freedman & Fraser, 1966). That investigation was important questions about the procedure remain un- the first experimental demonstration of the answered. Several reviews and partial reviews of foot-in-the-door (FITD) procedure. The original FITD research have been published (DeJong, 1979; Freedman and Fraser studies not only generated more Weyant, 1996; Yu & Cooper, 1983), including three than 100 published investigations in the intervening meta-analyses (Beaman, Cole, Preston, Klentz, & years but also ushered in a new area of social compli- Steblay, 1983; Dillard, Hunter, & Burgoon, 1984; ance research, an area sometimes referred to as the Fern, Monroe, & Avila, 1986). Most of these reviews compliance without pressure techniques. have addressed two basic questions. First, does the The basic FITD procedure is deceptively simple. FITD manipulation reliably increase the probability