Author Question: One technique for gaining compliance is to begin with a large request, then make a smaller desired ... (Read 80 times)

torybrooks · **on:** Jun 22, 2018

One technique for gaining compliance is to begin with a large request, then make a smaller desired request after the first one is refused. This is known as ________.

A) the foot-in-the-door technique
B) the door-in-the-face technique
C) playing hard to get
D) the lowball procedure
E) ingratiation

Question 2

One of the factors associated with compliance is reciprocity. This is because we are more ________.

A) willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike
B) willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to
C) likely to comply with requests from those who have previously done us a favor or made a concession to us in order to feel that we have repaid them to some extent
D) likely to comply with requests from those whom we see as similar to ourselves in some way
E) willing to comply with requests that call attention to scarcity than to those that do not