Final answer:
The foot-in-the-door technique is a psychological concept used to increase compliance by starting with a small request and progressing to larger ones, leveraging the principle of consistency in behavior.
Step-by-step explanation:
If you gradually increase the intensity of what you're asking people and obtain compliance, the psychological concept you are utilizing is the foot-in-the-door technique. This technique involves first getting a person to agree to a minor request before escalating to a larger one. Pliner, Hart, Kohl, & Saari's (1974) research supports this method by indicating that once someone consents to a small favor, they are more likely to consent to a subsequent, larger one, due to the principle of consistency; individuals prefer to remain consistent with their past behavior. For instance, in a retail setting, a store owner might use the foot-in-the-door technique to sell an expensive product by first convincing a consumer to add a small accessory or feature on to their purchase and then suggesting more costly additions. This tactic could be seen in situations such as purchasing a smartphone and then being persuaded to add on a more expensive data plan and later, an extended warranty.