1. Foot-in-the-Door Application
Heart Association fund drive
Prepared by J. Scott Armstrong (details on him at jscottarmstrong.com).
Please inform Scott about errors and also make suggestions (armstrong@wharton.upenn.edu)
Scott has taken these slides from adprin.com, a site that he founded. That site contains interactive versions of these
slides, along with linked references, videos, and webcasts, all in PPT and PPTX format that you can download.
2. You are walking down a street when someone
asks if you would complete a short survey on
what you think of the Heart Association.
Then, whether you complete the survey or
refuse, the person asks you to make a
donation to the Heart Association. Would
the fact that you were asked to complete a
survey make you more likely to donate?
____ No _____ Yes
Go to the next slide to see how most people reacted.
Adapted from AdPrin.com 2
3. Almost twice as many of the subjects asked to complete the
survey donated - most had filled out the survey
(Reingen 1978 in Persuasive Advertising p 82).
But consider the ethical side of this. You are not allowed to
use a survey as an advertising tool.
To learn more go to AdPrin.com
4. Based on this exercise, write a small application step for
yourself, and set a deadline, preferably within one week. If you
are working with someone else, share your application plan and
the results of your application.
• For example, consider the foot-in-the-door tactic
(FITD), which means asking customers to complete one small
relevant first step.
Adapted from AdPrin.com
