The Canberra Times
Saturday, 2 December 2023

Foot in the door: The union campaign that could deliver government back to Labor

By Kirsten Lawson
Updated April 24 2018 - 8:50pm, first published April 29 2016 - 4:55pm

Anyone who has been accosted on the street by someone trying to sell something or found themselves caught in conversation with a telemarketer knows intuitively that their mistake was giving the seller a "foot in the door". But just how far can this technique take you? In 1966, researchers at Stanford University ran an experiment to test this technique of persuading people to do something they'd rather not.