Which of the following is a way to increase compliance, as identified in your text?
A) give power to the individual
B) cognitive dissonance
C) stringent moral guard
D) use foot-in-the-door technique
The correct answer and explanation is:
The correct answer is D) use foot-in-the-door technique.
The foot-in-the-door technique is a strategy that increases compliance by first getting a person to agree to a small request, which then makes it more likely that they will agree to a larger, related request later on. The principle behind this technique is based on the idea of consistency. Once someone has agreed to a small request, they feel a psychological pressure to remain consistent with their prior actions and decisions. This increases the likelihood that they will agree to the bigger request, which would otherwise have been rejected.
This technique works well because it creates a sense of commitment. When people agree to the first, smaller request, they feel that they have already taken a step toward agreeing, and saying no to the larger request would create a cognitive dissonance — an uncomfortable state that arises when there is inconsistency between one’s beliefs and behaviors. To avoid this uncomfortable state, people are more likely to say yes to the larger request, even if it seems more demanding.
Cognitive dissonance itself (choice B) is a psychological theory that explains the discomfort individuals feel when they are faced with conflicting beliefs or actions, but it’s not a technique that directly increases compliance. Giving power to the individual (choice A) or having a stringent moral guard (choice C) may not have the same direct influence on compliance in the context of persuasion strategies, as they focus more on self-regulation or enforcing moral codes, rather than creating compliance through gradual commitment.
Thus, the foot-in-the-door technique is a powerful and effective way to subtly encourage compliance by using incremental requests.