Which of the following compliance approaches works because when we deny a large request,it appears that the person who made the request has given up something,so we feel that we must repay that person by giving in to the smaller request?

Question

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The door-in-the-face effect is a compliance technique where a large request is made that is most likely to be denied, followed by a smaller request that is more likely to be accepted. This works because of the perceived reciprocal concession - the person who made the large request is perceived as having given something up, so the person being asked feels obligated to repay them by agreeing to the smaller request.

Which of the Following Compliance Approaches Works Because When We