Cialdini and colleagues (1975) found that students who were first asked to volunteer for two years, and then asked to volunteer for a two hour trip to the zoo with juvenile delinquents were significantly more likely to agree to the zoo, request than were students just asked to do the zoo trip. They labeled this the:

Question

Quizplus · Accepted Answer

This is known as the "door-in-the-face" effect, where an initial large request is made knowing it will likely be refused, followed by a smaller request (the actual desired outcome), which seems more reasonable in comparison and is therefore more likely to be accepted.

Cialdini and Colleagues (1975) Found That Students Who Were First