The Rejection-Then-Retreat Technique Has Been Shown, Not Only to Increase

Multiple Choice

The rejection-then-retreat technique has been shown, not only to increase the percentage of subjects verbally agreeing to perform a request, but also the percentage who behaviorally perform it and the percentage who volunteer for future similar favors. Which of the alternatives below best describes the explanation given in Influence for these latter effects i.e., behavioral and future compliance) ?

A) Guilt
B) Satisfaction with the first agreement
C) A feeling of responsibility for arriving at the first agreement
D) All of the above
E) Only b and c