Investigates the self-perception theory account of the foot-in-the-door (FITD) phenomenon, a sequential-request technique using a small first request followed by a larger, target request. Finds that a self-inference explanation is viable, but that a strict self-perception account fails because neither request size nor execution correspond to…

Presents a conceptualization that there is a strong relationship between the personality characteristic of communication apprehension and a set of theoretically relevant behaviors. Predicts an empirical distinction between apprehension and attitude, and compares three self-report measures of apprehension. (JMF)