What explanation(s) have been suggested for the success of the door-in-the-face technique for inducing compliance?

Question

Quizplus · Accepted Answer

The door-in-the-face technique is explained by reciprocal concessions, where the initial large request makes the subsequent smaller request seem like a concession, prompting compliance. Self-presentation also plays a role, as individuals may comply to appear reasonable or cooperative.

What Explanation(s) Have Been Suggested for the Success of the Door-In-The-Face