The tendency of people to comply with a second, larger request after complying with a small request is called the __________ effect.

Question

Quizplus · Accepted Answer

The foot-in-the-door effect refers to the phenomenon where people are more likely to comply with a larger request after having already agreed to a smaller request. This is because the first small request creates a sense of consistency and commitment, making individuals more willing to comply with subsequent, larger requests. The lowball effect involves initially agreeing to a seemingly attractive offer only to have the offer changed afterwards. The door-in-the-face effect involves making a large request that is likely to be denied, followed by a smaller, more reasonable request that is more likely to be accepted. Lastly, a response cue is a specific stimulus that triggers a particular response.

The Tendency of People to Comply with a Second, Larger