Question

Tony asks his friend Clay how he was able to get his mom to give him $10 for the movies. Clay replies that you first ask for a loan of $25. When she refuses, you then ask if she could at least loan you $10. Clay has learned that which approach works his mom?

a. door-in-the-face effect
b. foot-in-the-door effect
c. highball technique
d. lowball technique

Answer 1

Clay employed the door-in-the-face technique by initially asking for a larger amount of money and, upon refusal, asking for a smaller amount, which is then perceived as more reasonable by the requester.

Step-by-step explanation:

Clay has demonstrated the door-in-the-face technique, an approach where he first asked for a relatively large amount of money ($25) knowing that he is likely to get refused, and then requested a smaller amount ($10). This tactic relies on the fact that after refusing a large request, a person is more willing to agree to a smaller one. This is different from the foot-in-the-door technique, where the persuader starts with a small request and later follows up with a larger one once the initial small request is granted. However, based on the conversation with Tony, Clay specifically employed the door-in-the-face technique for persuasion.

An example of the foot-in-the-door technique would be when a salesperson convinces a customer to buy a small accessory like a phone case and then attempts to upsell a larger, more expensive product such as an extended warranty plan.