A social influence strategy in which first asking people for a large request will make them more likely to agree to a second, smaller request is called __________.
A) the door-in-the-face technique
B) the foot-in-the-door technique
C) minority influence
D) idiosyncrasy credits

Question

Quizplus · Accepted Answer

The door-in-the-face technique involves making a large request that is likely to be refused, followed by a smaller request that is more likely to be accepted. The idea is that the initial refusal to the large request creates a sense of guilt or obligation, making the person more likely to comply with the smaller request. The foot-in-the-door technique, on the other hand, involves making a small request that is likely to be accepted, followed by a larger request that may have been refused if asked initially. Minority influence refers to the ability of a small group to influence the beliefs or behaviors of a larger group, while idiosyncrasy credits are the "points" someone earns for conforming to a group's norms over time, which allows for occasional deviance without being punished.

A Social Influence Strategy in Which First Asking People for a Large