Describe the steps involved in the foot-in-the-door and door-in-the-face techniques. What influence principle does each utilize? Provide an example of each
What will be an ideal response?
Answer: The foot-in-the-door technique increases compliance with a large request by first gaining compliance with a smaller, related request. This technique relies on the commitment/consistency principle.
The door-in-the-face technique works by asking for a large favor and then, when the first favor is rejected, retreating to a smaller favor. This second request is typically accepted because the concession seems like a favor done for the influence target. Thus, this technique capitalizes on the reciprocity norm.
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a. True b. False Indicate whether the statement is true or false
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