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Compliance and Foot-in-the-Door Technique
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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.
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.
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.
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.
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.
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