_______ is the source of the effectiveness of the door-in-the-face technique.

Question

Quizplus · Accepted Answer

The door-in-the-face technique is based on the principle of reciprocity norm, which states that people are more likely to comply with a request if they feel that they owe something to the requester. This technique involves making an outrageous initial request, which is likely to be refused, and then following it up with a smaller, more reasonable request. By doing so, the requester creates a sense of indebtedness in the target person, who is then more likely to comply with the second request.

_______ Is the Source of the Effectiveness of the Door-In-The-Face