Which experiment demonstrated the Foot-in-the-Door Technique?

The Foot-in-the-Door Technique is a compliance strategy that begins with a small request in order to gain eventual compliance with a larger request. The classic experiment that specifically demonstrated this technique involved asking individuals to place a small, unobtrusive sign in their yard, followed by a later request to display a much larger and more conspicuous billboard.

The reasoning behind this technique is that by agreeing to the small request, individuals are more likely to see themselves as helpful or agreeable, which increases the chances of them complying with subsequent, larger requests. The initial compliance creates a form of cognitive dissonance if they refuse the larger request later, as it conflicts with their self-image of being helpful.

In this context, a request to put a billboard in a yard effectively illustrates the Foot-in-the-Door Technique because it starts with the smaller, more manageable request, paving the way for the larger request to be more easily accepted.