When a salesperson visits your home and asks you to try a free sample of a cleaning fluid,you agree.When he returns the following week and asks you to purchase an assortment of expensive cleaning products,you make the purchase.The salesperson appears to have made effective use of

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The salesperson first used the foot-in-the-door technique by asking the person to try a free sample, which is a small request. When the salesperson returned and asked for a larger purchase, the person was more likely to comply due to the consistency principle, which states that people feel pressure to be consistent with their previous behavior and beliefs. This is a classic example of the foot-in-the-door phenomenon.

When a Salesperson Visits Your Home and Asks You to Try