Compare and contrast the foot-in-the-door technique and the ...

[jessicacav]

Compare and contrast the foot-in-the-door technique and the door-in-the-face technique and provide an example of each.
 
  What will be an ideal response?

Question 2

Define cohesiveness and explain its relationship to the tendency to conform.
 
  What will be an ideal response?

[blfontai]

Answer to Question 1

Both of these techniques are used in order to gain compliance. However, they operate in different ways. The foot-in-the-door technique involves presenting target people with a small requestsomething so trivial that it is hard for them to refuse and then following up with a larger requestthe one desired all along. For example, when trying to sell you a monthly subscription, a magazine publisher may offer you 3 months for free in hopes that you purchase a subscription. In contrast, the door-in-the-face technique involves a person starting with a very large request and then, after this request is rejected, shifting to a smaller request, which is the one they wanted all along. For example, an employee may request a very large raise and then accept a much smaller, more realistic raise from his or her employer.

Answer to Question 2

Cohesiveness is the extent to which we are attracted to a particular social group and want to belong to it. Cohesiveness strongly influences our tendency to conform, and the greater the cohesiveness is, the more we tend to follow the norms of a particular group. The more we value being a member of a group and want to be accepted by the other members, the more we want to avoid doing anything that will separate us from them. Cohesiveness and the desire to be accepted can be viewed as factors that intensify the tendency to conform.