The foot-in-the-door strategy works because it is associated with _____; whereas the door-in-the-face strategy works because it is associated with _____.

Question

Quizplus · Accepted Answer

The foot-in-the-door strategy works by creating a shift in self-perception, making individuals more likely to agree to a larger request after agreeing to a small one. The door-in-the-face strategy, on the other hand, works due to the rule of reciprocal concessions, where an initially large request is declined, making a subsequent smaller request more likely to be accepted.

The Foot-In-The-Door Strategy Works Because It Is Associated with _____;