Final answer:
The technique where volunteers ask for a large donation followed by a smaller one is the door-in-the-face technique, which differs from the foot-in-the-door technique, where compliance is gained by starting with a small request followed by a larger one.
Step-by-step explanation:
The fundraising technique where volunteers ask for a large sum of money before requesting a smaller donation most closely resembles the door-in-the-face technique. This technique involves making a large, often unrealistic request that is likely to be refused, followed by a smaller, more reasonable request that appears much more doable in comparison. The initial large request sets a psychological anchor, making the second, smaller request seem more acceptable. This is different from the foot-in-the-door technique, which begins with a small request to increase the likelihood of agreement to a subsequent larger request, as seen in the study where participants who agreed to a small yard sign were more likely to agree to a larger one thereafter. For example, a store owner may first suggest the best data plan when a customer is buying the latest smartphone, and then later suggest a larger purchase like a three-year extended warranty. By agreeing to the smaller request, customers are more likely to agree to the larger one as well. This displays the principle of consistency where past behavior influences future behavior, especially once a commitment to a certain behavior has been made.