Sandra trains consumers at a consumer awareness workshop titled,"Door-in-the-face." She prepares her students to guard against the social influence weapon of:
A)friendship/liking.
B)commitment and consistency.
C)scarcity.
D)social proof.
E)reciprocity.

Question

Quizplus · Accepted Answer

The "door-in-the-face" technique is a compliance method whereby a person makes a large request that is expected to be refused so that the person will agree to a much smaller request. This technique relies on the principle of reciprocity, where the denial of the large request is seen as a concession, and the person feels compelled to respond with a concession of their own, which is agreeing to the smaller request.

Sandra Trains Consumers at a Consumer Awareness Workshop Titled,"Door-In-The-Face