The "foot-in-the-door" selling technique is based on the _____ theory.
A) belief congruence
B) self-perception
C) expectation states
D) equity
E) elaboration

Question

Quizplus · Accepted Answer

The "foot-in-the-door" technique is based on the self-perception theory, which posits that people infer their attitudes and beliefs based on their behavior. In this technique, a small request is made first, which increases the likelihood of compliance with a larger request later. This works because people perceive themselves as helpful and consistent with past actions, so they are more likely to agree to the larger request after complying with the initial smaller one.

The "Foot-In-The-Door" Selling Technique Is Based on the _____ Theory