People who solicit by telephone hoping to make a sale often start out by making a simple request or asking question to which you are likely to agree. They then increase their request and attempt to get you to buy an expensive product or make a very involved commitment to a cause. This is an example of the ________ effect.

Question

Quizplus · Accepted Answer

This is an example of the foot-in-the-door effect. The salesperson starts with a small request that is likely to be agreed upon, and then uses this compliance to increase the request in order to achieve a larger goal, such as making a sale.

People Who Solicit by Telephone Hoping to Make a Sale