Final answer:
The Freedman and Fraser study on safe driving demonstrated the Foot-in-the-Door technique by showing participants were more likely to agree to a larger request after first agreeing to a smaller one, illustrating the principle of consistency.
Step-by-step explanation:
The Foot-in-the-Door technique was utilized in the Freedman and Fraser study on safe driving to demonstrate how agreeing to a smaller initial request could lead to compliance with a larger subsequent request. In this study, participants who had agreed to a minor request, such as putting a small sign in their yard, were subsequently more likely to agree to a larger request, like installing a big sign. This effect is a manifestation of the principle of consistency, where once individuals commit to an action, they are more likely to continue in that behavior to appear consistent.
Real-world applications of the Foot-in-the-Door technique can be found in various aspects of persuasion, such as retail, when a salesperson attempts to upsell additional products after a customer has agreed to buy something smaller, like a data plan or a car with more features. The technique is also used by teenagers when they ask for increasing privileges from their parents, starting with something small and working up to a larger request.