Τhe Dictionary of #Psychology and Psychoanalysis Trends 8

 

#Foot-in-the-#door-#technique (1966):

A technique for eliciting #compliance by preceding a request for a large commitment with a request for a small one, the initial small request serving the function of softening up the target person. It was introduced and named in 1966 by the US social psychologists Jonathan L. Freedman and Scott (born 1937) Cameron Fraser (born 1943).

Source: Source: The Oxford Dictionary of Psychology - Andrew M. Colman (4th edition, 2015: Oxford University Press).