Preference for Consistency as a Moderator of the Low-Ball Technique

Abstract

This study aims to fill the knowledge gap related to the role of the preference for consistency in understanding the effectiveness of sequential social influence techniques. Previous research has shown, at least in part, that these effects are moderated by the preference for consistency. For those who prefer consistency in their beliefs and behaviors, the foot-in-the-door technique will be a more effective tool of inducing compliance while people with a low preference for consistency, who value unpredictability, are more susceptible to the door-in-the-face technique. So far, there has been no research on the role of preference for consistency in the effectiveness of the third sequential request technique—low-ball. Our results suggest that, indeed, the preference for consistency is a strong moderator of the latter mentioned technique. While the low-ball technique was generally successful in inducing compliance, the strongest effect was noticed among people with a high preference for consistency.