Final answer:
The norm of reciprocity is used to explain the door-in-the-face technique, a persuasive strategy where an initial large request is followed by a smaller one, creating a social pressure to reciprocate.
Step-by-step explanation:
The norm of reciprocity has been offered as an explanation for the door-in-the-face technique. This refers to a persuasive strategy where an initial, large request is made, which is expected to be refused, followed by a smaller request that seems much more reasonable in comparison. The door-in-the-face technique is based on the principle that after refusing a large request, people may feel a sense of obligation to comply with the smaller, follow-up request as an act of reciprocity.
In contrast to the foot-in-the-door technique, which leverages the principle of consistency from past behavior to influence future behavior, the door-in-the-face technique relies on the human desire to reciprocate and balance social exchanges. When someone has made an apparent concession by making a smaller subsequent request, the recipient may feel pressured to also make a concession by agreeing to this second request, thereby maintaining social equilibrium.