Which RLCSAS principle is about using a small initial request to gain compliance?

Which RLCSAS principle is about using a small initial request to gain compliance?

• A. Reciprocity
• B. Liking
• C. Commitments and Consistency
• D. Social Proof/Consensus

Answer: (C)

The idea being tested is how a small initial commitment makes people more likely to agree to bigger requests by wanting to stay consistent with their prior behavior. When someone agrees to a tiny request, they start to see themselves as helpful or cooperative. That self-image nudges them to act in ways that align with that commitment, so they’re more likely to comply with later, larger requests. This is the commitments and consistency principle, and the “foot-in-the-door” technique is a classic example: a small first ask lowers the barrier, and the drive to be consistent with that initial step leads to greater compliance later. Reciprocity, liking, and social proof are different motivators. Reciprocation is about returning a favor; liking involves choosing to help because you feel attracted or favorable toward the requester; social proof relies on following what others are doing. None of these specifically hinges on maintaining consistency after a small initial commitment in the same way this principle does.

The idea being tested is how a small initial commitment makes people more likely to agree to bigger requests by wanting to stay consistent with their prior behavior. When someone agrees to a tiny request, they start to see themselves as helpful or cooperative. That self-image nudges them to act in ways that align with that commitment, so they’re more likely to comply with later, larger requests. This is the commitments and consistency principle, and the “foot-in-the-door” technique is a classic example: a small first ask lowers the barrier, and the drive to be consistent with that initial step leads to greater compliance later.

Reciprocity, liking, and social proof are different motivators. Reciprocation is about returning a favor; liking involves choosing to help because you feel attracted or favorable toward the requester; social proof relies on following what others are doing. None of these specifically hinges on maintaining consistency after a small initial commitment in the same way this principle does.