The Tendency of People to Comply with a Second, Larger

question 151

Multiple Choice

The tendency of people to comply with a second, larger request after complying with a small request is called the __________ technique.

• A) low-ball
• B) door-in-the-face
• C) foot-in-the-door
• D) response cue

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Definitions:

Self-actualization

A process of fulfilling one's potential and achieving the highest level of human functioning.

Belongingness Needs

A basic human drive to create and sustain robust, enduring connections with others.

Belongingness

The innate human need to feel connected and accepted by others.

Love Needs

Emotional requirements centered on affection, belonging, acceptance, and love from others.