The tendency of people to comply with a second, larger request after complying with a small request is called the ________ technique.

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The foot-in-the-door technique involves getting a person to comply with a small request, then following up with a larger request. The idea is that compliance with the smaller request makes the person more likely to comply with the larger one. The lowball technique involves getting a commitment to a request or purchase, then revealing hidden costs or details that make the commitment more expensive or difficult to fulfill. The door-in-the-face technique involves making a large request that is likely to be refused, then following up with a smaller, more reasonable request. The response cue is not a recognized term in social psychology.

The Tendency of People to Comply with a Second, Larger