What is a key feature of the "foot-in-the-door" technique in persuasion?

What is a key feature of the "foot-in-the-door" technique in persuasion?

• A. Starting with a large request
• B. Using emotional appeals
• C. Beginning with a small request before a larger one
• D. Relying on fear tactics

Answer: (C)

The "foot-in-the-door" technique is a well-documented strategy in persuasion that involves starting with a small request that a person is likely to agree to, and then following up with a larger request. The effectiveness of this approach lies in the psychological principle of consistency. Once an individual has agreed to the initial small request, they are more inclined to comply with subsequent, larger requests because they want to maintain a consistent self-image of being helpful or agreeable. This technique contrasts with more aggressive strategies, such as starting with a large request or relying on fear tactics, which can trigger resistance rather than compliance. It's a subtle art of building commitment: by getting someone to say yes to a minor request, the persuader lays the groundwork for more significant requests that build upon that initial agreement.

The "foot-in-the-door" technique is a well-documented strategy in persuasion that involves starting with a small request that a person is likely to agree to, and then following up with a larger request. The effectiveness of this approach lies in the psychological principle of consistency. Once an individual has agreed to the initial small request, they are more inclined to comply with subsequent, larger requests because they want to maintain a consistent self-image of being helpful or agreeable.

This technique contrasts with more aggressive strategies, such as starting with a large request or relying on fear tactics, which can trigger resistance rather than compliance. It's a subtle art of building commitment: by getting someone to say yes to a minor request, the persuader lays the groundwork for more significant requests that build upon that initial agreement.