Which of the following can help to explain why the door-in-the-face technique can increase compliance?

Question

Quizplus · Accepted Answer

Reciprocal concessions suggest that when an individual makes a concession to someone, they feel obliged to return the favor. When the door-in-the-face technique is used, the requester initially makes a large request, which is likely to be denied. Then, the requester makes a smaller, more reasonable request, which is more likely to be accepted due to the perceived concession made by the requester.

Which of the Following Can Help to Explain Why the Door-In-The-Face