A
social psychology term, referring to the practice of soliciting a
favor by first asking for something very small you are reasonably sure you can get, such as a signature or a $1 donation. This is followed by asking for a larger favor. The person is more likely to give the larger favor because they feel a sense of
obligation after agreeing to the first small favor, or because they feel a sense of
guilt for turning down such a small request.
This technique is used often by
cults,
religions, and political groups in order to slowly escalate demands placed on their
adherents.
The Foot-in-door technique has also been called the
Graduation technique. It is the opposite of the
Door-in-the-face technique. It is one of the three
Compliance Traps, along with
Door-in-the-face technique and
Low ball technique.
Influence: The Psychology of Persuasion by Robert B. Cialdini