A person who tries to increase compliance by inducing an individual to agree first to small request is using the technique known as
Compliance Strategy: Foot-in-the-Door Technique
The question describes a persuasion strategy where an initial small request is made to increase the likelihood of compliance with a subsequent larger request. This specific technique is known as the Foot-in-the-door technique.
Understanding the Foot-in-the-Door Technique
This technique relies on the principle of commitment and consistency. Once an individual agrees to a small, easy-to-fulfill request (the "foot in the door"), they feel a greater obligation or desire to remain consistent with that initial commitment. This makes them more likely to agree to a larger, related request that follows.
Analyzing Other Options
- Door-in-the-face technique: This is the opposite approach. It involves making a large, likely-to-be-refused request first, followed by a smaller, more reasonable request (which is the one the requester actually wants granted).
- Elaboration technique: This typically refers to cognitive processes where individuals think deeply about information to understand it, often used in persuasion models like the Elaboration Likelihood Model, but it's not a compliance technique based on initial requests.
- Low-ball technique: This involves getting someone to agree to a request and then revealing hidden costs or adding conditions, making it harder to back out even if the terms are less desirable than initially presented.
Therefore, the technique matching the description of starting with a small request to increase compliance is the Foot-in-the-door technique.
Important Questions from Psychology and Life - Teaching
- In which of Piaget's stages of development would a child be when he has just developed object permanence ?
- According to Negative State Relief Model, people provide help to others because :
1. People provide help to others to regulate their moods.
2. Helping is a means to momentarily boost emotion.
3. People provide help due to the fear of the consequences of help.
4. It bolsters their spirit over long periods.
Codes: - Read each of the following two statements – Assertion (A) and Reason (R) and indicate your answer using the codes given below :
Assertion (A): Transpersonal psychotherapy views man as a spiritual being, views consciousness as central to therapy and emphasizes emotions, feelings and experimental aspects of the client.
Reason (R): Self-acceptance, flexibility, recognition and awareness are some important concepts of Rational Emotive behaviour therapy.
Codes: - Read each of the following two statements – Assertion (A) and Reason (R) and indicate your answer using the codes given below :
Assertion (A): Organizational justice is perception of what is fair in the workplace composed of distributive, procedural and interactional justice.
Reason (R) : Employees have greater tolerance of overpayment inequities than underpayment inequities as part of distributive justice.
Codes: - A strategy designed to gain favourable response to a small request at first, with the intent of making the person more likely to agree later to a larger request is known as
