The alumni association of State College wants former students to donate money to their organization. In order to get more donations, they first ask graduates to sign up for their newsletter. Then they ask graduates to sign a petition saying donations are important. Finally, they actually ask for money, and people who agreed to the first two commitments are more likely to donate. Which persuasion technique is at play in this example?
a. the lowball technique
b. the foot-in-the-door phenomenon
c. the door-in-the-face phenomenon
d. a fear appeal
Answer: b. the foot-in-the-door phenomenon
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