Robert Cialdini experimented with the foot-in-the-door technique by testing two donation requests for the American Cancer Society: a simple request for a donation versus a request for a donation with the added phrase 'Every penny will help.' The experiment found that people were almost twice as likely to donate when the 'every penny' statement was included, and those individuals did not donate less money than those who received the simple request.

Authors

• Person: Not available Organization: FE International
  Marketing Psychology: 10 Strategies to Influence Consumers in 2021

Sources

• Marketing Psychology: 10 Strategies to Influence Consumers in 2021 www.feinternational.com FE International via serper

Referenced by nodes (2)

• American Cancer Society entity
• Robert Cialdini entity