key term - Foot-in-the-door technique

Definition

The foot-in-the-door technique is a persuasive strategy that involves making a small request before asking for a larger one. This technique is based on the idea that if someone agrees to a small request, they are more likely to comply with a larger request later on.

Related terms

Persuasion:

The act of trying to change someone's attitude or behavior through communication. For example, advertisers use persuasion techniques in commercials and advertisements.

Obedience:

Compliance with an authority figure's direct commands or orders. Classic studies like Milgram's obedience experiments explored why people often obey even when it goes against their own beliefs.

Door-in-the-face technique: A persuasive strategy where a large request is made first (expecting refusal), followed by a smaller request that seems more reasonable in comparison.