Social influence can be studied through different approaches, such as the foot-in-the-door technique, door-in-the-face technique, and conformity. The foot-in-the-door technique refers to the idea that people are more likely to comply with a request if they have first agreed to a smaller request. This is based on the assumption that the subject will now feel obligated to comply with the larger request due to the norm of reciprocity. The door-in-the-face technique works by changing the order of the requests, so that a large request is made first and then a smaller request is made. This is seen as a way of increasing compliance with the small request as the requestor is seen as making a concession in shifting from the large request to the small one. Conformity, meanwhile, refers to the social impact that results from following established norms. (Capdevila, Dixon, & Briggs, 2015)

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