Information Availability as a Determinant of Multiple Request Effectiveness
研究了信息可得性如何影响“登门槛”和“留面子”等多重请求技巧的说服效果，通过四个实验验证了信息可得性预测。
Foot-in-the-door and door-in-the-face are multiple request techniques frequently used to increase behavioral compliance. However, results from experimental research indicate that these techniques may enhance, undermine, or have no effect on compliance. In the authors’ research, the notion of information availability is introduced to help specify when multiple request techniques are likely to be effective. Four experiments are reported that test and support the information availability predictions.