Answer :
Final answer:
The door-in-the-face technique is a persuasion strategy that does the opposite of the foot-in-the-door technique. It starts with a large request that is likely to be refused, followed by a smaller request. Other similar methods include the low-ball technique, peripheral route persuasion, and central route persuasion.
Explanation:
The foot-in-the-door technique refers to the persuasion strategy where a person is encouraged to agree to a small favor or to buy a small item, and later they are requested for a larger favor or a bigger item purchase. This strategy operates on the principle of consistency (Cialdini, 2001), where past behavior often directs future behavior, and we desire to maintain consistency once a commitment to a behavior is made.
In contrast, the door-in-the-face technique involves asking for a large request that you expect to get refused and then following it up with a smaller request (which was your actual goal). The individual, feeling guilty for the initial refusal, is more inclined to agree to the smaller request.
Two other persuasion strategies include the low-ball technique, and the two routes of persuasion: peripheral and central. The low-ball technique works by initially offering something at a lower cost to hook the person and later revealing additional costs or downsides. The Peripheral route persuasion involves influencing people by using cues like celebrity endorsements or attractive models. The central route persuasion, on the other hand, uses facts and information to persuade.
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