What is the sole concept that does not increase compliance when using the door-in-the-face technique?

Question

Quizplus · Accepted Answer

The door-in-the-face technique relies on the principle of reciprocal concessions rather than psychological commitment. This technique involves making a large request that is expected to be refused, followed by a smaller request. The effectiveness of this technique is primarily due to perceptual contrast and the target's feeling of obligation to reciprocate the concession made by the requester, not an increase in psychological commitment to the cause or request.

What Is the Sole Concept That Does Not Increase Compliance