ABSTRACT
Sequential techniques are based on a model in which the target request is preceded by a different one. Freedman and Fraser proved in his experiment that the trick "first a small request, then a big one, the real one" is an effective social influence technique named foot in the door technique. The door in the face technique essentially consists in the assumption that one can be induced to carry out a rather difficult request when people start with an even more challenging one. The foot in the face technique is based on the assumption that, prior to formulating the target request, another request of a different nature but similar level of difficulty should first be advanced. The dump and chase technique, consists of persistent repetition of the same request while simultaneously convincing the addressee to discuss the reasons for the refusal. The low ball technique is based on issuing a proposal to an individual that seems very attractive.
