The tendency for people who have first agreed to a small request to comply later with a larger request is known as the
A)fundamental attribution error.
B)illusion of control.
C)overconfidence phenomenon.
D)foot-in-the-door phenomenon.

Question

Quizplus · Accepted Answer

The phenomenon described is known as the foot-in-the-door phenomenon. This refers to the tendency for people to be more likely to comply with a larger request after first agreeing to a smaller request. The phrasing of the first request "opens the door" for compliance with the larger request.

The Tendency for People Who Have First Agreed to a Small