The foot in the door technique
is a compliance tactic that assumes agreeing to a small request increases the likelihood of agreeing to a second, larger request. So, initially you make a small request and once the person agrees to this they find it more difficult to refuse a bigger one (Freedman & Fraser, 1966).
What are the 4 compliance techniques?
- The “Door-in-the-Face” Technique.
- The “Foot-in-the-Door” Technique.
- The “That’s-Not-All” Technique.
- The “Lowball” Technique.
- Ingratiation.
- Reciprocity.
- The Asch Conformity Experiments.
- The Milgram Obedience Experiment.
Which compliance technique begins with a small request and is followed up by a large request?
Even when proposed as a psychological concept in 1966 by Freedman and Fraser, the phrase “foot in the door” had been commonplace for decades. According to
the FITD technique
, if you start with a modest request then follow up later with a larger request, you increase your chances of succeeding with the larger request.
What is it called when we comply to larger requests after agreeing to smaller?
Foot-in-the-door (FITD) technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first. …
Which strategy would involve trying to gain compliance by making a large request that you know will be refused before coming back with a more reasonable request?
The door-in-the-face (DITF) technique
is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader’s face.
What are the 6 principles of compliance?
- Reciprocity;
- Commitment/consistency;
- Social proof;
- Authority;
- Liking;
- Scarcity.
What are the tactics of compliance?
The Psychology of Compliance
Compliance is a
type of social influence where an individual does what someone else wants them to do, following his or her request or suggestion
. It is similar to obedience, but there is no order – only a request.
What is the lowball technique?
Low-balling is a
technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable
. Studies have shown that this approach is more successful than when the less favorable request is made directly.
What is not so free sample technique?
not-so-free sample. you feel the need to reciprocate when given a free sample, so you are more likely to buy the product. norm of reciprocity. norm of reciprocity. feeling the need to reciprocate after being given a free sample.
What are the three types of conformity?
Herbert Kelman identified three major types of conformity:
compliance, identification, and internalization
.
What’s an example of cognitive dissonance?
Cognitive dissonance causes feelings of unease and tension, and people attempt to relieve this discomfort in different ways. Examples include
“explaining things away” or rejecting new information that conflicts with their existing beliefs
.
What term is used to describe compliance with an initial small request followed by compliance with a larger request?
What term is used to describe compliance with an initial small request followed by compliance with a larger request? …
Conformity
involves direct group pressure for change, whereas compliance involves orders or commands.
Why does foot-in-the-door work?
The reason that the foot-in-the-door technique works is
because people have a natural need for consistency
. People prefer not to contradict themselves in both actions and beliefs. The foot-in-the-door technique gains compliance by creating the opportunity for people to be consistent.
Which of the following would result in cognitive dissonance?
Cognitive dissonance is the result of having
beliefs that contradict each other
. It can feel like a person is being pulled in two different directions by their beliefs.
How is foot-in-the-door technique and low ball technique similar?
Foot-in-the-door requests
involve asking a person to complete a small task
. … By contrast, the low-ball technique aims to persuade a person to commit to a small action, but this action is never completed. The subject is expected to continue their commitment as the request changes.
What three components are necessary to realize the foot-in-the-door phenomena?
The foot-in-the-door phenomenon is the tendency for people who have first agreed to a small request to comply later with a larger request. The three components needed to realize the foot-in-the-door phenomenon are
a small, trivial request; a change in belief; and a larger request
.
