The Tendency for Initial Compliance with a Small Request to Facilitate

question 29

Multiple Choice

The tendency for initial compliance with a small request to facilitate subsequent compliance with a larger request is known as the

• A) mere exposure effect.
• B) fundamental attribution error.
• C) reciprocity norm.
• D) foot-in-the-door phenomenon.

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Definitions:

Upward Counterfactual Thinking

The mental process of comparing current outcomes with more positive, alternative scenarios, often leading to feelings of dissatisfaction or motivation for improvement.

Downward Counterfactual Thinking

The mental process of imagining worse alternatives to events that have already occurred, often leading to feelings of relief or contentment.

Illusion Of Control

A cognitive bias that leads individuals to overestimate their ability to control events.

Gambler's Fallacy

The incorrect belief that past random events can influence the likelihood of future random events, especially in the context of gambling.