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The more small concessions are initiated, the higher the rate of compliance on the part of the donor (Brownstein & Katzev 1985, p.564). Once again perceptual contrast is influential -- the second, smaller request seems less outrageous, in comparison to the first request, even if the second request is still fairly taxing. Finally, most experiments involving this effect have centered on the subject of donating money, and within American culture there is often a strong desire not to appear 'cheap,' particularly in regards to worthy causes.
A final compliance technique is so-called 'low-balling' whereby an offer that seems too good to be true is made to encourage follow-through, even after unpleasant and additional obligations are revealed (Bordens & Horowitz 2001, p. 287). Only after agreement is extracted from the donor are additional conditions placed upon the bargain. For example, in the museum experiment subjects "were asked to contribute 75 cents and then to increase this amount by 25 cents in order to support the children's...
288). In another experiment, subjects were asked to make a commitment to participating in an event, and only told after the fact that it would begin at an uncomfortably early hour (Bordens & Horowitz 2001, p. 288). 'Low-balling' is effective because once a commitment is made to an agreement individuals tend to feel more of a sense of responsibility to fulfilling the verbal contract than had they refused the offer entirely. Low-balling is often cited as the most effective of all of the compliance techniques, although 'door in the face strategies' tend to be superior to foot-in -- the door conditions, which have been found to be " the least effective in virtually every comparison" of the three techniques (Brownstein & Katzev 1985, p.564)
References
Bordens, Kenneth & Irwin. Horowitz. (2001). Social Psychology. Routledge.
Brownstein, Richard J. & Richard D. Katzev. (1985). The relative effectiveness of three compliance techniques in eliciting donations to a cultural organization. Journal of Applied Social Psychology, 15, (6): 564-574
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