Foot-in-the-door:
Initially small request which is easy to accept and then larger one
E.g. Freedman & Fraser, 1966:
1. Display sign in window (small), then large 2. Display sign in yard? (large)
Agreed to large sign = 76% for 1/17% for 2
Cialdini, 1975: a. Chaperone juveniles on a zoo trip? b. Counsel them for 2hrs per week for 2 years? No? Then chaperone them to the zoo?
Compliance = 17%/50%. Feel obliged to make a concession
Reason-based (door-in-the-face) = reciprocal concessions - ask for large favour first, then real more modest request after
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