Final answer:
The foot-in-the-door technique is the tendency of people to comply with a second, lesser request after refusing a larger one.
Step-by-step explanation:
The tendency of people to comply with a second, lesser request after refusing a larger one is called the foot-in-the-door technique. This technique is a form of persuasion where the persuader gets a person to agree to a small favor or purchase a small item, only to later request a larger favor or purchase of a bigger item. Research has shown that our past behavior often directs our future behavior, and once we have committed to a behavior, we have a desire to maintain consistency.
For example, if a store owner wants to sell an expensive product, they may use the foot-in-the-door technique by first suggesting the purchase of a related but smaller item. Once the customer agrees to the smaller request, they are more likely to also agree to the larger request, such as purchasing the expensive product or additional items.
The foot-in-the-door technique is a commonly used strategy in marketing and sales to increase compliance and persuade individuals to make larger purchases.