Psychological effect: entry barrier effect

In psychology, the "entry barrier effect" refers to if a person accepts a trivial request from others, in order to avoid cognitive dissonance or to leave a consistent impression on others. Impression, it is very likely to accept its greater requirements.

The theory about this effect was proposed by American social psychologists Friedman and Fraser in experiments. The experiment process is as follows:

The experimenter asked his assistant to go to two residential areas to persuade people to put up a large placard with "Drive Carefully" written in front of their houses. They made this request directly to people in the first residential area. As a result, many residents rejected it, and only 17% of the requested people accepted it.

In the second residential area, the experimenter first asked the residents to sign a petition in favor of safe driving. This was a small request that was easy to do, and almost all the people asked All were obeyed. A few weeks later, they asked these residents to erect signboards again, and this time the recipients actually accounted for 55% of those who requested them. Why do the same requirements for erecting cards produce such completely different results?

Researchers believe that it is natural for people to refuse requests that are difficult to fulfill or against their will. However, if a person cannot find a reason to refuse a small request, he or she will be more likely to agree to such a request. The tendency to demand; and when he is involved in a small part of this activity, he will develop various perceptions or attitudes that he will act to meet the requirements.

If he refuses the subsequent larger request at this time, he will suffer from cognitive dissonance, and the internal pressure to restore coordination will encourage him to continue working or provide more help, and Make attitude change an ongoing process.

The phenomenon of using this method to make others accept your requirements is called "entry threshold technology" in psychology.