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Compliance and Foot-in-the-Door Technique
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How does self-perception theory explain the 'foot-in-the-door' technique?
Self-perception theory suggests that people infer their own attitudes and preferences partially based on their past behavior, and complying with a small request can change their self-perception to be more favorable towards complying with further requests.
Does the 'foot-in-the-door' technique work on everyone?
The effectiveness of the 'foot-in-the-door' technique varies among individuals, depending on their personalities, cultural background, and the context of the request.
What is the 'foot-in-the-door' technique?
The 'foot-in-the-door' technique is a compliance tactic that involves getting a person to agree to a small request to increase the chances that they will agree to a larger request later.
Can the 'foot-in-the-door' technique backfire?
Yes, if the initial request is perceived as manipulative or the larger request is too disproportionate, the technique can backfire and lead to reduced compliance.
How does initial compliance affect subsequent requests?
Initial compliance with a small request creates a sense of commitment that can lead to increased likelihood of compliance with subsequent larger requests.
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