Question

The foot-in-the-door technique involves asking people to agree to a ________ request first to increase the likelihood that they will comply with a ________ request later. A. large; small B. small: large C. large; large D. large; larger

Short answer

Answer: The foot-in-the-door technique involves asking people to agree to a small request first to increase the likelihood that they will comply with a large request later.

Step-by-step solution

Consider option A

Option A states that the foot-in-the-door technique involves asking people to agree to a large request first and then comply with a small request later. This doesn't match our understanding of the technique, as it involves asking for a small favor first. Therefore, option A is not the correct answer.

Consider option B

Option B states that the foot-in-the-door technique involves asking people to agree to a small request first and then comply with a large request later. This matches our understanding of the technique, which starts with asking for a small favor with the objective of making the person more likely to agree to a larger request afterward. Option B is the correct answer.

Consider options C and D

Options C and D involve asking for large requests, with option C suggesting that both requests are large, and option D suggesting that the second request is larger than the first. Neither of these options matches the foot-in-the-door technique, which starts with a small request. Therefore, options C and D can be disregarded.

Conclusion

Based on our analysis of the given options, the correct answer to the question is option B, which states that the foot-in-the-door technique involves asking people to agree to a small request first to increase the likelihood that they will comply with a large request later.

Key concepts

Foot-in-the-Door Technique

The foot-in-the-door technique is a powerful tactic often used in persuasion. It centers around the idea that by first gaining a person's compliance with a small request, they become more likely to comply with a larger request later on. This phenomenon is rooted in the human desire for consistency.
When someone agrees to a small request, they start viewing themselves as helpful or accommodating. Later, when approached with a larger request, they feel inclined to maintain this self-image. This is why starting small can often lead to bigger achievements in the realm of persuasion.
For instance, imagine a scenario where a charity organization first asks you to sign a petition. Later, they approach you again, having already established your support, to donate money. The initial small request sets the stage for the larger one, making it more challenging to refuse.

Compliance Strategies

Compliance strategies are various tactics used to influence others to agree with a request or action. The foot-in-the-door technique is just one of many strategies employed to achieve compliance. It specializes in creating a pathway toward agreement by incrementally increasing ask sizes over time.
Other common compliance strategies include:

• Door-in-the-face technique: This is the opposite of foot-in-the-door. It involves making a large unreasonable request first, knowing it will likely be refused, followed by a smaller request, which appears much more reasonable in comparison.
• Low-ball technique: This strategy involves getting agreement to a request, only to increase the cost or lower the benefits after the agreement is made.
• Reciprocity: Based on the social rule that we should repay others for what they have done for us. When someone does you a favor, you're more likely to comply with a subsequent request.

Each of these tactics taps into different psychological triggers to secure compliance and influence behavior effectively.

Psychology Concepts

The foot-in-the-door technique and compliance strategies harness well-established psychology concepts to influence human behavior. One of these concepts is the idea of consistency, which plays a critical role in how we perceive ourselves.
People have a strong desire to remain consistent in their actions, beliefs, and self-image. When they commit to a small action, they feel obligated to continue acting consistently with that choice. By gradually increasing requests, persuaders capitalize on this identity commitment.
Moreover, social psychology emphasizes concepts such as cognitive dissonance, where people experience discomfort from holding two conflicting beliefs or attitudes. By complying with small requests, individuals alter their self-perception, making them more willing to comply with larger requests to minimize dissonance. In essence, understanding how these psychological concepts interact can provide insight into why certain persuasion tactics, including the foot-in-the-door technique, are effective.