AI reviewed · sources pending. Book associations have not been verified.
Foot-in-the-door technique
ConceptA small initial agreement can increase willingness to agree to a related larger request.
Explanation or usage
The first action can make a person see themselves as supportive of the cause or activity. A later request can appeal to maintaining that identity. This is distinct from reciprocal concessions, which begins with refusing a larger request, and neither sequence guarantees compliance.
Common misunderstandings
Foot-in-the-door begins by rejecting a large request.
In Influence
General context reviewed · book attribution and sources pending
Distinguish consistency after acceptance from reciprocity after rejection.