Final answer:
Using consistency to gain compliance is closely related to the foot-in-the-door technique in social psychology. It involves starting with a small request to increase the likelihood of a person agreeing to a larger one later, capitalizing on the human desire to maintain consistent behavior. Pioneered by researchers Freedman and Fraser, this concept has wide applications in influencing behavior.
Step-by-step explanation:
The concept in question is using consistency to gain compliance. This principle is often observed in the realm of social psychology where tactics like the foot-in-the-door technique are employed. The foot-in-the-door technique begins with getting a person to agree to a small favor, which leads to a higher likelihood of agreeing to a larger request later on. This technique leverages people's attitude, ideas, and behaviors, and relies on the desire for behavioral consistency.
Researchers Freedman and Fraser demonstrated this phenomenon in a study where participants who initially agreed to a small request, like posting a small sign, were more likely to agree to a larger request, such as posting a larger sign. Thus, the key to using consistency to gain compliance lies in understanding this inherent human propensity to maintain consistency in one's actions, especially after committing to an initial behavior.
The practical application of this concept extends to various situations, whether it's influencing consumer behavior, encouraging conformity to social norms, or promoting participation in collective campaigns. It's important to recognize the power of social influence and the subtle ways in which it can shape people's decisions and actions.