Door-in-the-face vs. foot-in-the-door
A coordinator first asks students to volunteer 10 hours a week for a year. After they refuse, she asks them to help for one afternoon, and most agree. This technique is:
Answer D: explanation for every choice
A
Foot-in-the-door works the other way: a small request first, then a larger one.
B
Low-ball is getting agreement to a deal, then changing its terms for the worse.
C
Peripheral route persuasion relies on surface cues, such as an attractive speaker.
D
Correct. A large request that is refused makes the smaller, real request seem reasonable.
TakeawayFoot-in-the-door: small, then big. Door-in-the-face: big refusal, then the real smaller request.
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Reviewed 2026-11-05 by a medical student. Spot an error? Report it with question ID ps70.