Guilt may play an important role in getting people to make a commitment using the __________ approach.

Name: Guilt may play an important role in getting people to make a commitment using the __________ approach.
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The door-in-the-face approach involves making a large request that is expected to be refused, followed by a smaller request. The initial refusal can induce feelings of guilt, making the person more likely to comply with the subsequent smaller request.

Guilt May Play an Important Role in Getting People to Make