AP PSYCHOLOGY

Detailed explanation-1: -The door-in-the-face technique is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader’s face.

Detailed explanation-2: -The foot in the door technique is a compliance tactic that assumes agreeing to a small request increases the likelihood of agreeing to a second, larger request. So, initially you make a small request and once the person agrees to this they find it more difficult to refuse a bigger one (Freedman & Fraser, 1966).

Detailed explanation-3: -The “door-in-the-face” technique comes from, you guessed it, door-to-door salespeople. The idea is that you offer a customer something that you know that they will not accept and then they slam “the door in your face”. Then, you offer them something else, perhaps a lower price or better deal.

Detailed explanation-4: -The low-ball technique differs from the foot-in-the-door technique in that a small request is initially made in both instances, but the low-ball method aims only to obtain initial agreement so that this can be applied to the eventual, less favorable request.

Detailed explanation-5: -Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. Studies have shown that this approach is more successful than when the less favorable request is made directly.