Interpersonal touch, social labeling, and the foot-in-the-door effect

Abstract

The foot-in-the-door procedure increases compliance for a desired request by preceding that request with an easier first request. Labeling and touch have been shown to affect compliance. This study examined whether these variables would influence the “foot” procedure. Subjects for the study were 120 individuals who were approaching a university library. The results showed that, in comparing individuals receiving a positive label and touch or a negative label without touch, compliance increased with touch and no label, positive label and no touch, or negative label and touch. © 1985 Taylor & Francis Group, LLC.