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

Quizplus · Accepted Answer

The door-in-the-face technique involves asking for a large request that is likely to be refused, followed by a smaller request that is more likely to be accepted. The person may feel guilty for refusing the initial request and more willing to comply with the second request as a way to alleviate that guilt.

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