What phenomenon describes the tendency for people to agree to a large request after agreeing to a smaller request?

The phenomenon that describes the tendency for people to agree to a large request after agreeing to a smaller request is referred to as the foot-in-the-door phenomenon. This psychological principle suggests that once individuals commit to a small request, they are more likely to comply with a larger request later. This occurs because the initial agreement creates a sense of responsibility or commitment, making them more inclined to follow through with subsequent requests.

The mechanism behind this phenomenon is often linked to the idea of self-perception. When individuals agree to a small initial request, they begin to see themselves as cooperative or helpful, leading to a greater likelihood of complying with subsequent, larger requests that align with that self-image. This strategy is commonly utilized in various scenarios, such as marketing and persuasion, where gaining initial compliance increases the chances of achieving more substantial compliance later on.

Understanding this principle is crucial in various fields, including psychology, marketing, and social influence, as it highlights how subtle shifts in commitment can significantly alter people's willingness to comply with requests.