Manish giv es something free to Raj at saying that it is for promotion of the product. Soon afterwards he asks Rajat to buy a product sold by his company.
This technique of compliance is known as ________.
a)
Foot in the door technique
b)
The deadline technique
c)
The door in the face technique
d)
No refusal technique
Correct answer is option 'C'. Can you explain this answer?

Question

Manish giv es something free to Raj at saying that it is for promotion of the product. Soon afterwards he asks Rajat to buy a product sold by his company.
This technique of compliance is known as ________.

a)
Foot in the door technique
b)
The deadline technique
c)
The door in the face technique
d)
No refusal technique

Correct answer is option 'C'. Can you explain this answer?

Answer

The door-in-the-face technique : In this technique, you begin with a large request and when this is refused a later request for something smaller, the one that was actually desired, is made, which is usually granted by the person.

Answer

Compliance Techniques: Door-in-the-Face Technique
The compliance technique used in this scenario is the door-in-the-face technique. This technique involves making a large initial request that is likely to be rejected, followed by a smaller, more reasonable request. By comparison, the smaller request seems more manageable and individuals are more likely to comply with it.

Explanation:
The door-in-the-face technique is a persuasive strategy used to increase compliance by making a large request that is likely to be rejected, followed by a smaller request that is more likely to be accepted. This technique is based on the principle of reciprocity, which suggests that people feel obligated to return a favor or concession after receiving one.

In the given scenario, Manish first offers something for free to Raj, stating that it is for the promotion of the product. This initial request is likely to be accepted, as receiving something for free is generally seen as a positive benefit. By offering a free item, Manish establishes a sense of reciprocity and creates a favorable impression on Raj.

However, soon after Raj receives the free item, Manish then asks Rajat to buy a product sold by his company. This is the smaller request that follows the initial free offer. Compared to the larger request of purchasing a product, the smaller request seems more reasonable and easier to comply with. Raj is more likely to feel obligated to fulfill this request due to the reciprocity principle and the favor he received earlier.

The door-in-the-face technique is effective because it takes advantage of the psychological principle of contrast. The large initial request creates a contrast effect, making the smaller request appear more reasonable and desirable. It also taps into the norm of reciprocity, where individuals feel compelled to reciprocate a favor or concession they have received.

By utilizing the door-in-the-face technique, Manish increases the likelihood of Rajat complying with his request to buy a product sold by his company. This technique has been widely studied in the field of social psychology and is frequently used in marketing, sales, and negotiation contexts.

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