Researchers think that the reason the foot-in-the-door technique is effective is that people have a tendency to

Question

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The foot-in-the-door technique is effective because it leverages the human tendency to behave consistently. Once a person agrees to a small request, they are more likely to agree to a larger request that aligns with their previous action, as they want to appear consistent in their behavior. Pleasing others (A) or using the reciprocity norm (C) may be factors in a person's decision-making, but they are not directly related to the effectiveness of the foot-in-the-door technique. Engaging in fundamental attribution (D) is also not related to this technique.

Researchers Think That the Reason the Foot-In-The-Door Technique Is Effective