The Foot-In-The-Door Technique Involves

question 136

Multiple Choice

The foot-in-the-door technique involves

• A) first gaining a favourable response to a small request, then a favourable response to a larger request.
• B) continuing to push your request for compliance after the target person has declined to comply.
• C) first having a request turned down and then asking for something less and having the smaller request accepted.
• D) starting with a very attractive offer to gain compliance and then deliver less.

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Definitions:

McGregor's Theory Y

A management concept that assumes employees are self-motivated, seek responsibility, and can solve problems creatively.

Scientific Management Theory

A theory of management that analyzes and synthesizes workflows, with the goal of improving economic efficiency and labor productivity.

Herzberg's Dissatisfiers

Factors, according to Frederick Herzberg's Two-Factor Theory, that can cause dissatisfaction in the workplace if not properly managed, such as poor working conditions or salary.

Maslow's Hierarchy

A psychological theory proposed by Abraham Maslow that outlines a five-tier model of human needs, from basic physiological needs to the need for self-actualization, influencing motivation.