Question

Your neighbor asks you to check her mail while she is out of town and you agree. Later that day, she asks you to water her plants as well. What technique for compliance is she using in this scenario? a. Lowball technique b. That's-not-all technique c. Foot-in-the-door technique d. Door-in-the-face technique

Short answer

c. Foot-in-the-door technique

Step-by-step solution

Understand the Scenario

Your neighbor initially asks for a small favor (checking her mail) and later asks for a larger favor (watering her plants).

Identify the Compliance Techniques

Review the definitions of each compliance technique: - Lowball technique: Gaining agreement to a request and then increasing the size of the standard request. - That's-not-all technique: Offering an additional benefit to persuade someone to comply. - Foot-in-the-door technique: Starting with a small request to gain eventual compliance with a larger request. - Door-in-the-face technique: Making a large request that is refused, followed by a smaller request.

Match the Scenario to the Techniques

Determine which compliance technique starts with a small favor and leads to a larger favor. The foot-in-the-door technique fits this description since it involves getting a person to agree to a small request first, which increases the chances that they will agree to a larger request later.

Choose the Correct Answer

Given the matching criteria, the correct answer is c. Foot-in-the-door technique.

Key concepts

foot-in-the-door technique

The foot-in-the-door technique is a persuasive method used to gain compliance by initially asking for a small favor. Once the person agrees to the small request, they are more likely to comply with a larger, related request. This technique leverages the principle of consistency in human behavior. People generally prefer to stay consistent in their actions, making them more likely to agree to a bigger favor after they've already agreed to a smaller one. For example, in the provided scenario, your neighbor first asks you to check her mail, a small and manageable favor. Once you agree, she then asks you to water her plants, a larger favor. You are more inclined to agree to the second request because you have already shown a willingness to help.

lowball technique

The lowball technique involves obtaining an initial agreement to a request and then increasing the demands or changing the terms of the agreement. The initial request is often made attractive or reasonable so that the person agrees to it easily. Once the agreement is secured, the terms are altered to be less favorable. Despite the changes, people tend to stick with their commitment due to the initial agreement. This technique is commonly used in sales, where a customer might agree to a low price on a car, only to find out later about additional fees or less favorable terms. The customer often still goes through with the purchase despite the changes because they've already committed. It relies heavily on the commitment principle, where people feel psychologically bound to follow through with their agreed-upon commitments.

behavioral science

Behavioral science studies how people make decisions and how they behave in different situations. It encompasses several fields, such as psychology, sociology, and cognitive science. By understanding behavioral science, we can better understand why certain compliance techniques work. For instance, concepts like commitment, consistency, social proof, and authority explain why people respond to techniques like the foot-in-the-door or lowball methods. Behavioral science highlights the underlying psychological principles driving human behavior, which can be applied in various fields, including marketing, negotiation, and daily interactions. Knowing these principles helps in crafting more effective strategies for influencing and persuading others.

persuasion methods

Persuasion methods are strategies used to change another person's attitudes, beliefs, or behaviors. These methods can be subtle or overt and are often used in marketing, negotiations, and everyday interactions. Some common persuasion methods include:

• Reciprocity: People are inclined to return favors or kindnesses.
• Scarcity: Items or opportunities are perceived as more valuable when they are limited.
• Authority: People tend to follow or trust authoritative figures or experts.
• Social Proof: People look to the actions of others to determine their own behavior.
• Commitment and Consistency: Once people commit to something, they are more likely to follow through.

Each method leverages certain psychological triggers to encourage compliance and influence behavior. Understanding these methods enables individuals to identify when they are being influenced and to use these techniques effectively themselves.