The door-in-the-face technique works because of:
A)deindividuation.
B)the norm of reciprocity.
C)systematic persuasion.
D)heuristic persuasion.

Question

Quizplus · Accepted Answer

The door-in-the-face technique works because of the norm of reciprocity, where people feel obligated to reciprocate concessions after someone has made an initial large request. The technique involves making a large request that is likely to be refused, and then following it up with a smaller request that is more likely to be accepted, due to the desire to reciprocate after the initial refusal. A and C are incorrect because deindividuation and systematic persuasion are not directly related to the door-in-the-face technique. D is incorrect because heuristic persuasion refers to using shortcuts or mental rules of thumb to persuade, which is not necessarily applicable in this case.

The Door-In-The-Face Technique Works Because Of