The door-in-the-face technique is based on the self-perception theory, which proposes that consumers use perceptions of their own actions when forming attitudes.

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The door-in-the-face technique is based on the principle of reciprocity, not self-perception theory. It involves making a large request that is expected to be refused, followed by a smaller request, which is the actual goal.

The Door-In-The-Face Technique Is Based on the Self-Perception Theory, Which