An application of the foot in the door technique to organ donation


The extent to which the size of an initial request related to organ donation could be reduced when using the foot-in-the-door technique was investigated. After being asked to comply with an initial request to complete a questionnaire related to organ donation having either 5, 10, 15, or 20 items or not being asked to complete the questionnaire, subjects indicated their willingness to become an organ donor. In addition to replicating earlier research, the results indicated that the original 20-item questionnaire could be reduced to five items without losing its effectiveness to increase willingness to become an organ donor when compared to the no-request condition. The implications of the foot-in-the-door technique for medical volunteering in general and suggestions for future research are also discussed.

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Correspondence to Bernardo J. Carducci.

Additional information

This research was supported by instructional release time and a Summer Faculty Fellowship awarded to the first author by Indiana University Southeast. The authors would also like to acknowledge the support of the Department of Psychology at California State University, Fullerton, where a version of this manuscript was prepared while the first author was on sabbatical.

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Carducci, B.J., Denser, P.S., Bauer, A. et al. An application of the foot in the door technique to organ donation. J Bus Psychol 4, 245–249 (1989).

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  • Social Psychology
  • Social Issue
  • Early Research
  • Organ Donation
  • Initial Request