Follow-Up Post: In a new post, synthesize what you have learned, read Montana Fu

Follow-Up Post: In a new post, synthesize what you have learned, read Montana Fuller Paper below. Has your thinking changed from exchanging ideas with classmates and experiencing their perspectives? How do you feel an understanding of the psychology of persuasive techniques is useful? Do you feel an understanding of the psychology of changing people’s attitudes and behaviors can be dangerous? Explain your reasoning.
Justine Gomes
The foot in the door technique is the persuasive method of asking someone for something small and then asking them for something larger later (Freedman & Fraser, 1966). Rather than asking for the larger request initially that someone may deny, this technique focuses on asking for something that people are likely to do. From there, they may more open to the idea of the larger technique as they have already completed the smaller request. This can be used to convince someone to do something that is outside of their normal range of behavior as they have already been convinced to do something small that is out of the ordinary for them. Once they have done so, they may be more likely to complete the bigger request because they have already done something similar, they feel that they are the type of person that just helps others, or they may be more comfortable with requests of that nature now (Cialdini et al., 1975).
A real-life example of this technique that I recently encountered was at a gym that I recently signed up for. I went in for a typical workout and the front-desk workers asked if I would like to try out a personal training session. Afterwards, they asked if I would be interested in signing up for bi-weekly which then turned into asking about weekly sessions. They started with the small ask of giving me some information about personal training, and then a slightly bigger ask of giving some time to do one session and then continued to go from there.
The door in the face technique is practically the opposite method of persuasion where an individual will ask for a large request that is likely to be rejected to start and then ask for a smaller request after (Cialdini et al., 1975). By doing so, any requests after look much more reasonable so the individual will be more inclined to say yes to the second request. This can be used to convince someone to do something that is not normal for them as they may feel bad about saying no to the second request after already denying the first request. They may also feel as though they are getting a better deal on something after seeing the initial request that was larger.
A real-life example of the door in the face technique that I have experienced living in New England in the wintertime is someone asking me to shovel. In the past, someone will ask for me to shovel the entire driveway after a storm and if I say no they will often follow up by asking if I will shovel one particular part of the driveway and they will help with the rest. The request to shovel the smaller area seems much more reasonable and I feel better know there will be someone helping.
Asia Allen
foot in the door: Regarding the foot in the door technique, there are two steps to the procedure. An individual is first asked for a small request, and after they grant the small request, a larger request is then made of them. This method is frequently employed in sales and marketing. Once they have you interested in a low cost object, they can persuade you to purchase a more expensive item. The psychology behind this technique is that by getting the person to gradually comply with a series of small requests, you help to change their attitude or beliefs about the subject or product (Freedman & Fraser, 1966).
Example: As an example, when I worked in the mall’s perfume section, I would invite customers to try out our newest line. I would give them the small sample bottle after they gave it a sniff and commented on how delicious it smelled, and then I would show them the larger bottle that they could purchase.
door in the face: Door to the face occurs when you ask someone for a favor and the persuader uses guilt or desire to make it seem rational for you to agree. The foot-in-the-door strategy is similar to the door-in-the-face technique, except instead of making a big request first and believing the other person will say no, you make a smaller, less important request right after it, which ideally gets more attention (Cialdini et al., 1975).
example: This method is frequently used by my teenage son. For his birthday, he asked me for a pricey pair of sneakers, knowing I would decline. He then showed me a set of sneakers that resembled the $300 pair that was only priced at $150. Due to my guilt over it being his birthday and the fact that 150 didn’t seem as terrible as 300, I went out and bought them.
How might you use both techniques in real life to convince someone to buy or agree to something they might not normally do?
With regard to both strategies, the first request must be granted for the foot in the door strategy to succeed. Contrarily, in order for the door in the face method to work, the first request must be turned down. Timing for both of these has to be asked differently. If I worked in a store, foot in the door technique would take a little longer to sale someone something because I would have to convince them to agree to the small request before the major request. I would make the first request quickly with the door in your face technique so that the first request is turned down before making the second request.
Montana Fuller
The foot-in-the-door technique is a strategy that shows that agreeing to a small appeal increases the chances of accepting to a second, more significant request. It is based on the principle of consistency. People avoid contradicting their beliefs and actions. Hence, as long as the request is similar to the
original requirement, the technique will work (Chan & Au, 2011). An example of a foot-in-the-door technique is giving a free sample of a good, such as allowing people to have a 30-day free trial on a film-watching site and then coming back with the request to pay for a subscriiption so that they can continue watching the films.
The door-in-the-face technique focuses on asking for a large or demanding request first and then following it up with other demands. The first request could be something unrealistic that a reasonable person will decline because it seems like too much work. As a result, when the second request is given, it looks more sensible to the person than the first one (Rodafinos et al., 2005). A good example can be seen in flea markets, where people bargain the prices of items. A customer may ask the price of a clock, and the seller says it is $200. The customer may think the item is overpriced and politely decline the offer. Hence, the buyer will walk away and shut the door in the seller’s face metaphorically. The seller will give a reasonable price of $40 to enable the customer to purchase it.
The two compliance techniques can be used to convince people in real life by enabling them to be consistent in their actions and making them feel like they have gotten a good deal (Chan & Au, 2011). The foot-in-the-door technique ensures that the individual is consistent in their actions and decisions to encourage compliance. They cannot decline similar requests. The door-in-the-face technique makes people feel like they are getting a good deal. The seller overprices a good or service or makes an unrealistic demand and allows the customer to negotiate to make the latter feel satisfied with their decision.