Attitudinal and Behavioural effects of a Foot-in-the-door procedure in a company

Abstract : The present research investigates attitudinal and behavioral effects of a Foot-in-the-door paradigm (Freedman & Fraser, 1966), adapted to a company world. Moreover, it measures the impact of a variable whose integration to the paradigm has been discussed (Joule and Beauvois, 1998; Joule, Py & Bernard, 2004) although its effect has not been experimentally demonstrated: Action Identification (Vallacher and Wegner, 1985). Results show a response rate to the target request and a mean of affective commitment to the organization (Allen & Meyer, 1990) higher in the F.I.T.D. condition, particularly when the level of action identification is taking into account. Results are discussed in terms of commitment theory and action identification theory.
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Journal articles
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Submitted on : Monday, January 14, 2019 - 5:38:34 PM
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  • HAL Id : hal-01980957, version 1

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Isabelle Grandjean, Sébastien Meineri, Nicolas Guéguen. Attitudinal and Behavioural effects of a Foot-in-the-door procedure in a company. Psychologie du travail et des organisations, Elsevier Masson, 2010, 16 (3), pp.199-218. ⟨hal-01980957⟩

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