Lelong Lelong!!~ (Compliance: Pg 319 of text)

Foot-in-the-door:
Lelong Lelong!!! Come come see my apples hor! Cheep Cheep... four foh one dollah!

"Wah...", you think, "usually people sell 3 for $1, but today this guy sell 4 for $1. Must buy must buy!! Uncle ah... can give me 4 apples thank you!".

So the uncle grabs a plastic bag but suddenly stops, looks up, and grins :D
"If you buy 10 apples and an additional 4 oranges I charge you $4 for all!!".

"Alamak... aiya... *long pause* okay la I take the lot!".

There exists 2 processes to explain why the foot-in-the-door technique works.
The self-perception process theory approaches the foot-in-the-door technique with an initial small request. This request may cause the person to have a self perception process where they think of the situation as in the above example "good deal".
Thus, the second request made by the stall owner to purchase 10 apples and 4 oranges was considered to be in compliance with the first and the person would still be thinking, "after all, it is still a good deal".

As for the consistency process theory, as its name suggests, focuses on the consistency from request to request. In our example, not complying in the second request would appear inconsistent in which the person may want to simply comply with the request.


Door-in-the-face:
The door-in-the-face technique for the above example would be something like this-

First request, 10 apples for $3. This initial request is one that is sure to be turned down.
Second request, 4 apples for $1. It is expected that the second request seem much more likely to be agreed upon.

The 'norm of reciprocity' states that we should return any favours we have received.
Receiving a birthday gift would cause a person to feel guilty and to return the giver an appropriate birthday gift in kind.

Thus the second request would be seen as a favour such as, "Please could you at least buy 4 at $1. It is really very cheap. Please?"


Scarcity:
As its name implies, the lesser of the item being sold, the more attractive it would be seen by others.

If there were a big group of potential customers around a fruit stall, the vendor would manipulate the situation by advertising the limited supply and really cheap price of the fruits for sale.


Magic.