The foot-in-the-door technique is based on the ________ principle,whereas the door-in-the-face technique is based on the ________ principle.

Question

Quizplus · Accepted Answer

The foot-in-the-door technique is based on the principle of commitment/consistency, where a small request is made and, after compliance, a larger request is made. This is because people have a natural tendency to maintain consistency in their attitudes and behaviors. 
The door-in-the-face technique is based on the principle of reciprocation, where a large request is made, expecting it to be refused, and then a smaller request is made. This is because people typically feel a sense of obligation to reciprocate after someone has made a concession or compromise.

The Foot-In-The-Door Technique Is Based on the ________ Principle,whereas the Door-In-The-Face