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Principle of Consistency in Persuasion
The principle of consistency suggests that individuals have a strong desire to maintain coherence between their past and future behaviors. Once a person has committed to an action or belief, they are more likely to behave in ways that are consistent with that initial commitment. This principle helps explain the effectiveness of certain persuasion tactics like the foot-in-the-door technique.
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Ch.12 Social Psychology - Psychology @ OpenStax
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Introduction to Psychology @ OpenStax Course
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OpenStax Psychology (2nd ed.) Textbook
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What is the foot-in-the-door technique in persuasion?
Which of the following scenarios best illustrates the foot-in-the-door technique?
Which of the following best describes the initial step in the foot-in-the-door technique?
Which of the following is a key reason why the foot-in-the-door technique is effective?
Principle of Consistency in Persuasion
Example of Foot-in-the-Door Technique: Yard Sign Study
Example of Foot-in-the-Door Technique: Political Yard Signs
Example of Foot-in-the-Door Technique: Teens' Curfew Request
Example of Foot-in-the-Door Technique: Smartphone and Warranty Sales
Example of Foot-in-the-Door Technique: Car Sales Tactics
Learn After
Analyzing a Community Volunteer Strategy
A research team asks a group of homeowners to first accept and display a small, 3-inch square sign in their window that reads 'Be a Safe Driver'. Two weeks later, the researchers return and ask the same homeowners to place a large, poorly-lettered 'DRIVE CAREFULLY' sign on their front lawn. They find that these homeowners are significantly more likely to agree to the large sign than a control group of homeowners who were only asked to display the large sign. Which of the following best explains the psychological reason for this increased compliance?