Question

A social influence technique in which a first, small request is used as a set-up for later requests is known as _____.

a) Foot-in-the-door technique
b) Door-in-the-face technique
c) Norm of reciprocity
d) Low-ball technique

Answer 1

The foot-in-the-door technique is a persuasion strategy that starts with a small request to increase the likelihood of a person agreeing to a larger request later, due to the human desire to remain consistent with past behavior.

Step-by-step explanation:

The social influence technique in which a small initial request is followed by a larger request is known as the foot-in-the-door technique.

This persuasion method involves first getting a person to agree to a minor favor or to make a small purchase. Once this initial commitment is made, the person is more likely to consent to a bigger favor or a more significant purchase. The effectiveness of the foot-in-the-door technique lies in the human desire for consistency; people like to act in harmony with their previous decisions and actions.

A classic example, as demonstrated in the study by Freedman and Fraser (1966), found that homeowners who initially agreed to place a small sign in their yard were subsequently more willing to install a larger sign. This illustrates how agreeing to a small request increases the likelihood of complying with a larger one later. Similarly, in sales scenarios, customers who agree to an initial, smaller purchase may be more inclined to agree to add-ons or more costly items.