The tendency of people to comply with a second, larger request after complying with a small request is called the __________ technique.
A) low-ball
B) door-in-the-face
C) foot-in-the-door
D) response cue

Question

Quizplus · Accepted Answer

The foot-in-the-door technique involves making a small request that is likely to be granted, and then following up with a larger request. This is based on the principle of consistency, where people are more likely to comply with a larger request if they have already agreed to a smaller one. The low-ball technique involves getting someone to agree to a request, and then changing the terms of that request to a larger commitment. The door-in-the-face technique involves making a large request that is likely to be refused, and then following up with a smaller, more reasonable request. The response cue is not a technique used in persuasion.

The Tendency of People to Comply with a Second, Larger