Question

The foot-in-the-door phenomenon refers to the tendency to

A. neglect critical thinking because of a strong desire for social harmony within a group.
B. comply with a large request if one has previously complied with a small request.
C. experience an increasing attraction to novel stimuli as they become more familiar.
D. perform simple tasks more effectively in the presence of others.

Answer 1

The answer is B.

Step-by-step explanation:

This technique, abbreviated as FITD, states that people tend to agree to a large request if they've already complied to a smaller one. This occurs because the person might feel obliged to continue agreeing with any future requests, in an attempt to be consistent to their previous agreements.

The name of the phenomenon is an analogy to a salesperson who keeps their foot on the door, so the customer feels obliged to listen. Interestingly enough, this technique is much used in marketing.