On applying the knowledge on social influence techniques

Abstract

The article contains a review of studies on sequential social influence techniques. A great body of research has proved that the foot-in-the-door, door-in-the-face and low-ball techniques are effective tools for marketing and charity uses. On the other hand, there is also data showing some limitations in the practice of these strategies. The possible reasons for both successes and failures in implementing social influence techniques in practice are discussed.