Johnny just complied after a salesperson used a door-in-the-face technique on him.Which emotion most likely contributed to Johnny's compliance?

Question

Johnny just complied after a salesperson used a door-in-the-face technique on him.Which emotion most likely contributed to Johnny's compliance?​

Quizplus · Accepted Answer

The door-in-the-face technique involves initially asking for a larger request that the person is likely to refuse and then following up with a smaller request that seems more reasonable in comparison. This typically triggers a feeling of guilt in the person, as they feel that they have refused the initial larger request and should compensate by agreeing to the smaller one. Therefore, guilt is the most likely emotion that contributed to Johnny's compliance.

Johnny Just Complied After a Salesperson Used a Door-In-The-Face Technique