The Tendency for People Who Have First Agreed to a Small

question 28

Multiple Choice

The tendency for people who have first agreed to a small request to comply later with a larger request is known as the

• A)fundamental attribution error.
• B)illusion of control.
• C)overconfidence phenomenon.
• D)foot-in-the-door phenomenon.

---

Definitions:

Narrative Transportation Theory

A theory suggesting that when people lose themselves in a story, their attitudes and intentions can be changed to reflect that story.

Elaboration Likelihood Model

A theory explaining how people are persuaded, distinguishing between two main routes to persuasion: central and peripheral.

Psychological Reactance Theory

A theory suggesting that individuals are motivated to restore their freedom when they experience restrictions or threats to their perceived choices.

Attitude Inoculation

A psychological technique that strengthens a person's resistance to persuasion by exposing them to weak arguments against their viewpoints.