The foot-in-the-door technique is a method of:
a. encouraging people to do a small favor after they've refused to comply with a larger request.
b. encouraging people to do a favor for us after we have granted them a small request.
c. encouraging people to do a larger favor after they've agreed to an initially small request.
d. using increasingly larger rewards to encourage people to comply with increasingly larger requests.
Ans: c. encouraging people to do a larger favor after they've agreed to an initially small request.
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According to Thorndike's law of effect, a subject will repeat a behavior if
a) The stimulus is strong enough b) It is intrinsically motivating c) A reflex response is elicited d) It offers pleasant consequences
The Decisional Balance Sheet involves making a matrix of
(a) facts and values (b) heuristics and algorithms (c) potential acts and consequences (d) attributions and conclusions (e) punishments and reinforcements