Milgram,by having the subjects agree to give small (15-60 volt) shocks before asking them to give substantial (300 volt) shocks may have inadvertently capitalized on the ___ effect.

A) door in the face
B) lowballing
C) highballing
D) idiosyncrasy credit
E) foot in the door

Foot In The Door

A persuasion technique where a small initial request is made to increase the likelihood of compliance with a larger request later.

Lowballing

A sales technique in which a customer is initially offered a lower price than the actual price intended to be charged, after they have agreed to purchase.

Idiosyncrasy Credit

A theoretical concept that describes the tolerance a group has for the unconventional behavior of its members, based on the individual's status and previous contributions to group cohesion or performance.