chapter 13

Question 1

sequential persuasion

Answer 1

gradually persuading people

Question 2

foot-in-the-door technique

Answer 2

small request followed by larger request

Question 3

door-in-the-face technique

Answer 3

method begins with large request, followed by smaller request

Question 4

compliance gaining

Answer 4

intepersonal strategies for influencing behaviour, focus on primary and secondary goals