Describe each of the three compliance techniques, explain why each leads to compliance, and give an example of each

Question

What will be an ideal response?

Answer 1

Answer will include the description of the foot-in-the-door effect, the door-in-the-face effect, and the lowball technique. Examples will vary. The foot-in-the-door effect is the tendency for a person who has first complied with a small request to be more likely later to fulfill a larger request. It is based on observing one's own behavior. Seeing yourself agree to a small request helps convince you that you did not mind doing what was asked. For example, if a friend asks you to look over a short report and you do, you may be more willing to look over their entire term paper later on. The door-in-the-face effect is the tendency for a person who has refused a major request to subsequently be more likely to comply with a minor request. This strategy works because a person who abandons a large request appears to have given up something. In response, many people feel that they must reciprocate by giving in to the smaller request. For example, if a friend asks to borrow $50, and you say "no," but then they ask for just $10, you will be more willing to comply. The lowball technique is a strategy in which commitment is gained first to reasonable or desirable terms, which are then made less reasonable or desirable. Since you have already complied with a large request, it would be inconsistent to deny the follow-on smaller additional request. For example, you agree to give a friend a ride and then find out that you have to pick him up at 6:00 a.m.