When a salesperson visits your home and asks you to try a free sample of a cleaning fluid, you agree. When he returns the following week and asks you to purchase an assortment of expensive cleaning products, you make the purchase. The salesperson appears to have made effective use of

Question

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The salesperson appears to have made effective use of the foot-in-the-door phenomenon, which is a strategy in which a small request (trying a free sample) is followed by a larger request (purchasing multiple expensive products). This strategy works because people are more likely to comply with a second request after they have already agreed to a smaller one.

When a Salesperson Visits Your Home and Asks You to Try