Question

During a visit to New York City, Noah was approached by Steven Guttenberg, who asked Noah if he would accept a free button from him. Noah agrees. Then Steve asks Noah if he would also like to donate $10 to the Forgotten 80's Actors Foundation. What technique has Steve used to induce compliance?

a) Foot-in-the-door technique
b) Cognitive dissonance
c) Door-in-the-face technique
d) Reciprocity principle

Answer 1

Steven Guttenberg employed the foot-in-the-door technique by first offering Noah a free button and then asking for a $10 donation. By agreeing to the small initial favor, Noah is more likely to comply with the larger subsequent request.

Step-by-step explanation:

Steven Guttenberg used the foot-in-the-door technique to induce compliance in Noah. This technique involves persuading a person to agree to a small favor or purchase, such as accepting a free button, to increase the likelihood that they will comply with a larger request later, like donating $10 to a charity. The underlying principle is that once someone agrees to a small request, they're more likely to agree to a bigger one to maintain consistency in their behavior. An example of the foot-in-the-door technique includes a salesperson at a car dealership first convincing a customer to buy an inexpensive accessory and later urging them to purchase additional expensive features for their car.