A phone solicitor calls and asks if you would be interested in volunteering to work on a local political campaign. The job involves working 20 hours per week, you must work on Saturdays and Sundays for the next six months, and you receive no financial compensation. After politely refusing this request, the solicitor asks if you would be willing to work one evening a month on the campaign. This example best demonstrates the persuasion strategy known as
A)the foot-in-the-door
B)the door-in-the-face
C)the norm of reciprocity
D)lowballing

Question

Quizplus · Accepted Answer

The door-in-the-face technique involves making a large request that is expected to be refused so that the person will be more likely to agree to a smaller request. In this scenario, the solicitor first makes a large request (working 20 hours a week with no pay) and, after refusal, makes a much smaller request (working one evening a month).

A Phone Solicitor Calls and Asks If You Would Be