Psühholoogia bioloogiline-, kognitiivne- ja sotsiaalne vaade
rule that gifts have to be returned.
1) Door-in-the-face technique. A request is made that is surely to be turned down
and then a second request that asks less is made. People are more likely to
accept the second request in a situation like that. Cialdini et al. asked
University students to take a group of juvenile young people on a day trip to
the zoo. 83% refused, but when the students were first asked to sign up for
work as a councilor for a minimum 2 years and then after refusal were asked
to volunteer for the zoo trip only 50% refused. This example is seen in daily
life when salespersons lower the price of products, because the customer sees
it too expensive.
2) Foot-in-the-door technique. Getting people to make a commitment to
something small with the hope of persuading them to agree to something
larger afterwards. Dickerson et al. first asked university students to sign a
annaabi.ee 
