Final answer:
The technique where a small request is used to lead to compliance with a larger request is called the foot-in-the-door technique. It depends on the principle of consistency, where past behavior influences future behavior, aiming for the person to maintain a consistent course of action.
Step-by-step explanation:
The name of the technique of making a small request in order to gain eventual compliance with related larger requests is known as the foot-in-the-door technique. This was demonstrated by Freedman and Fraser in 1966 when they found that participants who agreed to a small initial request like posting a small sign were more likely to agree to a larger request later on. The foot-in-the-door technique leverages the principle of consistency, where people want to behave consistently with their past actions.
An example in a store setting might involve a salesperson first selling you a smartphone and then successfully suggesting a more expensive data plan and afterwards, an extended warranty. The technique can be seen in everyday scenarios too, such as a teen asking their parents for a small favor, like an extended curfew, before asking for something more significant.