Foot-in-the-door (FITD) technique is a compliance tactic that involves getting a person to agree to a large request by first setting them up by having that person agree to a modest request. The foot-in-the-door technique succeeds owing to a basic human reality that social scientists call "successive approximations". Essentially, the more a subject goes along with small requests or commitments, the more likely that subject is to continue in a desired direction of attitude or behavioral change and feel obligated to go along with larger requests. FITD works by first getting a small 'yes' and then getting an even bigger 'yes.'
The principle involved is that a small agreement creates a bond between the requester and the requestee. Even though the requestee may only have agreed to a trivial request out of politeness, this forms a bond which – when the requestee attempts to justify the decision to themselves – may be mistaken for a genuine affinity with the requester, or an interest in the subject of the request. When a future request is made, the requestee will feel obliged to act consistently with the earlier one.
【 在 CornucopiaX (师太) 的大作中提到: 】
: Cognitive dissonance
: In psychology, cognitive dissonance is the mental stress or discomfort
: experienced by an individual who holds two or more contradictory beliefs,
: ideas, or values at the same time; performs an action that is contradictory
: to one or more beliefs, ideas, or values; or is confronted by new
: information that conflicts with existing beliefs, ideas, or values.
: Leon Festinger's theory of cognitive dissonance focuses on how humans strive
: for internal consistency. An individual who experiences inconsistency (
: dissonance) tends to become psychologically uncomfortable, and is motivated
: to try to reduce this dissonance—as well as actively avoid situations and
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