What does the Foot-in-the-Door Phenomenon refer to?

The Foot-in-the-Door Phenomenon refers to a persuasive strategy where a person is first presented with a small request, which they are likely to agree to, and this is followed by a larger request. The underlying principle is that once an individual has committed to a small action, they are more inclined to agree to a subsequent, larger request due to a variety of psychological factors such as a desire to appear consistent or the establishment of a relationship or trust.

This technique is effective in social psychology as it leverages the initial compliance to increase the likelihood of agreement to more significant demands. By obtaining agreement on a minor issue, the persuader creates a sense of commitment, making it easier for the person to comply with larger requests that may follow. This illustrates the influence of gradual commitment in changing behaviors or attitudes, a vital concept in understanding social influence and persuasion dynamics.