What type of compliance strategy is utilized in the "foot-in-the-door" technique?

The "foot-in-the-door" technique is a compliance strategy that works through incremental agreement. This technique involves making a small request initially, which is likely to be accepted, and then following it up with a larger request. The underlying principle is that by agreeing to the small request, individuals are more likely to comply with a subsequent, larger request because they have already committed to the initial agreement. This method capitalizes on the psychological phenomenon of consistency, where people desire to act in ways that are consistent with their prior commitments.

Unlike manipulative coercion, which uses pressure and intimidation to force compliance, or direct confrontation, which involves a straightforward demand, the "foot-in-the-door" technique relies on a more subtle approach that builds on existing commitments. Additionally, extensive obligation does not accurately capture the essence of this technique, as it does not imply a sequence of requesting, but rather suggests a heavier burden of obligation that may not align with the gradual nature of the requests involved in this strategy. Therefore, incremental agreement best describes the effectiveness and methodology of the "foot-in-the-door" technique in social psychology.