The foot-in-the-door approach encourages people to perform a larger or more costly act because:

Question

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The foot-in-the-door approach involves making a small request followed by a larger request. When people agree to the small request, it creates a new self-image that is consistent with being cooperative and helpful. This makes them more likely to comply with the larger request in order to maintain this self-image, which may be more costly or time-consuming.

The Foot-In-The-Door Approach Encourages People to Perform a Larger or More