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Test Foot-in-the-Door and Commitment Technique
Agenda
QUESTION 1: On what psychological principle is the "foot in the door" technique based?
In the need for constant rebellion
In the human need for coherence and consistency
In the fear of police authority
In the desire for easy money
QUESTION 2: What happens to the person's self-perception when accepting a small initial request?
She begins to see herself as a "collaborator" or "compromiser"
Feels stupid for having accepted
Does not change the way she sees herself at all
Becomes more distrustful immediately
3rd QUESTION: Why does the brain avoid rejecting the second major request?
Because she is too lazy to say no
Because she wants to receive a prize
Because she is physically afraid of the applicant
To avoid the cognitive dissonance of contradicting her new identity
QUESTION 4: What example is used about a charitable cause?
Who donates money receives a tax exemption
Who refuses to sign is publicly harassed
Who signs a free petition feels pressure to donate money afterwards
Whoever organizes the charity gets to keep the money
QUESTION 5: How do authoritarian regimes operate under this principle?
Starting with trivial demands and escalating gradually
Demanding absolute loyalty from day one
Using military force immediately
Forbidding to talk to strangers
6th QUESTION: Why is slow erosion of resistance more effective than sudden domination?
Because it is quicker and cheaper
Because it requires less effort from the manipulator
Because it generates more initial fear
Because the victim does not perceive an exact moment of breakdown
7TH QUESTION: What does the victim do to maintain consistency with his or her past decisions?
Denounces the manipulator to the authorities
Rationalizes behaviors that he/she would have considered unthinkable before
Breaks off the relationship immediately
Asks for advice from friends and family
8th QUESTION: How does the victim perceive the process of submission in this technique?
As a violent and direct attack
As an unfortunate accident
As a smooth transition to total submission
As a conscious and free choice
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