Which of the following is an accurate description of Bem's self-perception theory for why the foot-in-the-door technique works?
A) Being asked to perform an initial small request makes people more aware of the norm of social responsibility
B) Because individuals agreed to the first request, they may find it dissonant to reject the second, target request
C) People fear the persuader will evaluate them negatively for turning down the second request
D) Individuals who perform the small favor may infer that they are helpful, cooperative people, and this makes them agree to the second, larger request

Question

Quizplus · Accepted Answer

Bem's self-perception theory suggests that individuals who perform a small favor or action infer from their behavior that they are helpful and cooperative people. This perception of themselves increases their likelihood of agreeing to a second, larger request, as it aligns with their self-concept of being helpful and cooperative. Option A refers to the norm of social responsibility, which is not central to Bem's theory. Option B refers to cognitive dissonance and inconsistency, which is a separate theory of persuasion. Option C refers to fear of negative evaluation, which does not align with Bem's focus on self-perception.

Which of the Following Is an Accurate Description of Bem's