Which compliance technique is a two-step process that begins with an initial request that is so large that nearly everyone refuses but is followed up with a smaller, more reasonable, request?
A) foot-in-the-door technique
B) door-in-the-face technique
C) reverse psychology technique
D) high-low technique

Question

Quizplus · Accepted Answer

This technique is known as the door-in-the-face technique. It involves making a large request that is likely to be refused, followed by a smaller request that is more reasonable and likely to be accepted. The initial request sets up a contrast effect that makes the second request seem more reasonable and easier to comply with. The technique works by leveraging the principle of reciprocity, where people feel more obligated to comply with a request if they feel that the requester has already made a concession for them.

Which Compliance Technique Is a Two-Step Process That Begins with an Initial