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Chapter 17. Persuasion Trigger Three: Co... > COMMITMENT – ONE FOOT IN THE DOOR

COMMITMENT – ONE FOOT IN THE DOOR

Would you agree to a request by a community worker to erect a large, ugly billboard on your front lawn with the words "Drive Carefully" in huge print? I wouldn't.

But this was the question two researchers, Jonathan Freedman and Scott Fraser, put to two groups of California residents. When asked, 83 percent of the first group refused to put the sign up, saying it was too large and ugly.


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