Informational influence and normative influence


The "Door-in-the-Face" Technique



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Conformity involves changing your behavior in order to

The "Door-in-the-Face" Technique: In this approach, marketers start by asking for a large commitment. When the other person refuses, they then make a smaller and more reasonable request. For example, imagine that a business owner asks you to make a large investment in a new business opportunity. After you decline the request, the business owner asks if you could at least make a small product purchase to help them out. After refusing the first offer, you might feel compelled to comply with their second appeal.


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