The foot-in-the-door technique works because:

Question

Quizplus · Accepted Answer

The foot-in-the-door technique works by getting a person to agree to a small request, and then gradually increasing the size of the requests. Once a person has agreed to a small request, they become more invested in the situation and are more likely to comply with larger requests. This works because involvement with the small request leads to an interest in the issue, making the person more willing to comply in the future. The effectiveness of the norm of reciprocity may also play a role, but it is not the main reason why the foot-in-the-door technique works. Incentives or bonuses are not always offered, and the first large request is not always refused.

The Foot-In-The-Door Technique Works Because