Which phenomenon occurs when agreeing to a small request leads to compliance with a larger request later?

Which phenomenon occurs when agreeing to a small request leads to compliance with a larger request later?

• A. Foot-in-the-Door Phenomenon
• B. Central Route Persuasion
• C. Attitude
• D. Role

Answer: (A)

The situation tests a compliance technique where agreeing to a small request makes you more likely to agree to a larger one later. When you say yes to a tiny ask, you start to see yourself as helpful or cooperative, and others see you that way too. That creates a motive to stay consistent with that initial action, so you’re more open to bigger requests down the line. It’s about gradual commitment easing you into agreeing to more, rather than any change in how you think about the issue itself. This differs from central route persuasion, which changes attitudes by focusing on the quality of the arguments rather than prompting a progressive compliance sequence. Attitude is simply your mental stance on something, not a specific technique for escalating requests. Role refers to the social expectations tied to a position, not a step-by-step method of obtaining agreement.

The situation tests a compliance technique where agreeing to a small request makes you more likely to agree to a larger one later. When you say yes to a tiny ask, you start to see yourself as helpful or cooperative, and others see you that way too. That creates a motive to stay consistent with that initial action, so you’re more open to bigger requests down the line. It’s about gradual commitment easing you into agreeing to more, rather than any change in how you think about the issue itself.

This differs from central route persuasion, which changes attitudes by focusing on the quality of the arguments rather than prompting a progressive compliance sequence. Attitude is simply your mental stance on something, not a specific technique for escalating requests. Role refers to the social expectations tied to a position, not a step-by-step method of obtaining agreement.