The person who agrees to a small request initially is more likely later to comply with a larger demand. This describes the_________?
Correct answer: B. foot- in- the- door effect
- A. door- in- the- face-effect
- B. foot- in- the- door effect
- C. low- ball technique
- D. high- ball technique
Explanation
The foot-in-the-door effect occurs when agreement with a small initial request increases later compliance with a larger request. The door-in-the-face effect reverses this sequence by starting with an excessive request and then reducing it.
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