What social influence principle is at work with the door-in-the-face technique?

Name: What social influence principle is at work with the door-in-the-face technique?
Brand: Quizplus
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Question

Quizplus · Accepted Answer

The door-in-the-face technique works on the principle of reciprocity. This technique involves making a large request that is expected to be refused, followed by a smaller, more reasonable request. The idea is that after refusing the large request, people are more likely to feel a sense of obligation to comply with the smaller request.

What Social Influence Principle Is at Work with the Door-In-The-Face