The human tendency toward needing to appear consistent is one factor that contributes to the success of the _____ compliance techniques.

Question

Quizplus · Accepted Answer

The foot-in-the-door and low-ball techniques both exploit the human desire for consistency. In the foot-in-the-door technique, agreeing to a small request increases the likelihood of agreeing to a larger request. In the low-ball technique, after making an initial agreement, the terms are changed in the hope that the desire for consistency will lead to acceptance of the new, less favorable terms.

The Human Tendency Toward Needing to Appear Consistent Is One