Learning items
Influence
No chapter association
ConceptCommitment and consistency
A prior choice can create pressure to make later behavior fit that choice.
ConceptFoot-in-the-door technique
A small initial agreement can increase willingness to agree to a related larger request.
ConceptPerceptual contrast
A comparison can change how large, costly or demanding the next thing seems.
ConceptPersuasion shortcuts
Decision cues can reduce effort while making judgment sensitive to misleading signals.
ConceptReciprocal concessions
A reduced request can be treated as a concession that invites a concession in return.
ConceptReciprocity norm
Receiving a benefit can create a perceived social obligation to return a benefit.
