Final answer:
Cialdini's Low-Ball Study builds on the principle of the foot-in-the-door technique, highlighting how small initial commitments can make individuals more likely to agree to larger requests later on to maintain consistency.
Step-by-step explanation:
Cialdini's Low-Ball Study is not mentioned in the provided reference; however, the concept is closely related to the foot-in-the-door technique described by Cialdini among others. The foot-in-the-door technique involves a persuader obtaining a person's agreement to a small request as a means to increase the likelihood of compliance with a larger request later on. This method leverages people's desire for consistency in their actions and attitudes. In the study by Freedman and Fraser (1966), subjects who initially agreed to a small request (like posting a small sign) were more likely to comply with a later, larger request (like posting a larger sign) due to their need for consistency in behavior.
When applying this to the Low-Ball Study, one could hypothesize that agreeing to an initially favorable deal (low price) might increase the likelihood of compliance when the conditions change (raising the price), as the individual's initial commitment impacts their subsequent behavior. Such a pattern reveals how people's attitude, ideas, and behaviors can be influenced by subtle changes in the way requests are presented and the sequence of commitments made.