Door-in-the-Face Phenomenon

Definition

A strategy for gaining compliance by making an extremely large request that is sure to be refused so that a smaller subsequent request will seem reasonable.

Related terms

Conformity:

Adjusting one's behavior or thinking to coincide with a group standard.

Normative Social Influence:

Influence resulting from a person's desire to gain approval or avoid disapproval.

Informational Social Influence:

Influence resulting from one's willingness to accept others' opinions about reality.