Which psychological concept is demonstrated by the foot-in-the-door effect?

Which psychological concept is demonstrated by the foot-in-the-door effect?

• A. Refusing a large request makes it easier to accept a smaller request later
• B. Complying with a small request increases the likelihood of agreeing to a larger request
• C. The tendency to attribute behavior to personality rather than situation
• D. Making initial judgments based on recent information

Answer: (B)

The foot-in-the-door effect illustrates the principle of compliance where agreeing to a small initial request significantly increases the likelihood of agreeing to a larger subsequent request. This psychological concept is rooted in the idea of self-perception; when individuals commit to a small request, they begin to see themselves as helpful or accommodating, which creates a tendency to maintain that self-image by accepting larger requests later on. Utilizing this strategy, individuals can leverage the commitment gained from the smaller request to influence behavior on a larger scale. This is most effective when the larger request is related to the initial one, reinforcing the idea that the individual is inclined to help or comply within that context.

The foot-in-the-door effect illustrates the principle of compliance where agreeing to a small initial request significantly increases the likelihood of agreeing to a larger subsequent request. This psychological concept is rooted in the idea of self-perception; when individuals commit to a small request, they begin to see themselves as helpful or accommodating, which creates a tendency to maintain that self-image by accepting larger requests later on.

Utilizing this strategy, individuals can leverage the commitment gained from the smaller request to influence behavior on a larger scale. This is most effective when the larger request is related to the initial one, reinforcing the idea that the individual is inclined to help or comply within that context.