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Journal articles

Foot-in-the-door technique and reduction of driver’s aggressiveness: A field study

Abstract : Research has reported that the foot-in-the-door technique is effective at increasing helping behavior. However, the effect of this technique on negative social behavior has never been examined. A field experiment was conducted to explore whether this technique could reduce aggressiveness. Drivers waiting at a traffic light were blocked by an experimental car. In the Foot-in-the-door condition, when the traffic light was red, a passerby confederate asked the driver for directions to a well-known store located in the area of the experiment. The confederate then thanked the driver and walked off in the direction indicated. In the control condition, no request was addressed to the car driver. When the traffic light turned green, the experimental car pretended to be blocked by an engine problem. The number of drivers who honked at the target car and the amount of time that elapsed before the drivers responded by honking their horns were the dependent variables. It was found that fewer drivers honked in the Foot-in-the-door condition and drivers who honked displayed their behavior later than those in the control condition. Self-perception theory was used to explain these results.
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Contributor : Laurence Leroux Connect in order to contact the contributor
Submitted on : Wednesday, January 30, 2019 - 1:11:29 PM
Last modification on : Wednesday, November 3, 2021 - 7:10:41 AM


  • HAL Id : hal-02000035, version 1



Nicolas Guéguen, Angélique Martin, Fabien Silone, Mathieu David. Foot-in-the-door technique and reduction of driver’s aggressiveness: A field study. Transportation Research Part F: Traffic Psychology and Behaviour, Elsevier, 2016, 36, pp.1-5. ⟨hal-02000035⟩



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