The door-in-the-face technique involves
A)making a very large request that is likely to be turned down to increase the chances that people will agree to a smaller request later.
B)making a very small request that is likely to be accepted to increase the chances that people will agree to a larger request later.
C)concealing some of the costs associated with a request until after the request has been accepted.
D)adding incentives to a request that has been turned down until people finally agree to go along with the initial request.

Question

The door-in-the-face technique involves ​
A)making a very large request that is likely to be turned down to increase the chances that people will agree to a smaller request later.
B)making a very small request that is likely to be accepted to increase the chances that people will agree to a larger request later.
C)concealing some of the costs associated with a request until after the request has been accepted.
D)adding incentives to a request that has been turned down until people finally agree to go along with the initial request.

Quizplus · Accepted Answer

The door-in-the-face technique is a compliance method whereby a large, unreasonable request is made first with the expectation it will be turned down, followed by a smaller, more reasonable request. This smaller request is actually what the requester hopes to achieve, and it appears more acceptable in comparison to the initial larger request, thereby increasing the likelihood of agreement.

The Door-In-The-Face Technique Involves ​

The Door-In-The-Face Technique Involves