Multiple choice

A person who agrees to a small request initially is more likely to comply with a larger demand later. This describes the

  1. door-in-the-face-effect

  2. foot-in-the-door effect

  3. low-ball technique

  4. high-ball technique
Reveal answer Fill a bubble to check yourself
B Correct answer
Explanation

The foot-in-the-door effect describes the phenomenon where compliance with a small initial request increases the likelihood of agreeing to a larger subsequent request. This differs from the door-in-the-face technique (starting with an unreasonably large request that gets rejected, then making a smaller one). The low-ball and high-ball techniques involve changing the terms after commitment.

Keep practicing — related questions