得寸进尺法

得寸进尺法又译登门坎效应（英語：）是一种通过先提出一个简单的小请求来说服被劝说者同意一个较大请求的劝说方法。[1][2][3][4]得寸进尺法得益于被社会学家称为“连续渐进”（）的一项人类基本特点。该特点的大意是，如果向对方提出小的请求或作出小的行为越多，对方越有可能按照计划的方向转变自己的态度、行为，并渐渐感觉自己有必要准许那些要求更多的请求。[5]

参考资料
  1. Freedman, J.L. & Fraser, S.C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
  2. Burger, J. M. (1999). The foot-in-the-door compliance procedure: A multiple-process analysis and review. Personality and Social Psychology Review, 3, 303-325
  3. Dillard, J. (1990). Self-inference and the foot-in-the-door technique: Quantity of behavior and attitudinal mediation. Human Communication Research, 16, 422-447
  4. . wiki.mbalib.com. [2019-08-09].
  5. Studentaffairs.umd.edu 的存檔，存档日期2010-05-30.

扩展阅读
  • Brehm, S.S., Kassin, S., Fein, S. (2005) Social Psychology 6th ed. New York: Houghton Mifflin Company.
  • Freedman, J.L., & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique".Journal of Personality and Social Psychology, 4, 195-202.
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