Question

481. A person who agrees to a small request initially is more likely to comply

with a larger demand later. Th is describes which phenomenon?
(A) Door-in-face eff ect
(B) Foot-in-door eff ect
(C) Low-ball technique
(D) High-ball technique
(E) Door-in-foot technique

Answer 1

The phenomenon described is the foot-in-door effect, which involves initially agreeing to a small request and then being more likely to comply with a larger demand later.

Step-by-step explanation:

The phenomenon described in the question is the foot-in-door effect. This technique is a persuasive strategy where a person is initially asked to comply with a small request and is then more likely to agree to a larger demand later.

classic example of this technique is when a salesperson suggests purchasing a small item, such as a data plan for a smartphone, and then follows up with a bigger request, like an extended warranty. By agreeing to the initial small request, the person becomes more inclined to comply with the larger demand.

Research on the foot-in-door technique shows that our past behavior often influences our future behavior, and we tend to maintain consistency once we have committed to a behavior.