The Foot-In-The-Door Technique

The key to growing new identities comes from a research paper from the 1960s

In the embedded video, I tell a story from the book Switch about two Stanford University researchers who did a study on what motivates people to comply with requests they would rather not comply with. These researchers went door-to-door asking residents of Palo Alto, California to perform one of several tasks. What these researchers discovered forever changed how we look at motivating compliance and is key to growing new identities.

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