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Consistency in small commitments can lead to larger commitments from "summary" of Influence, New and Expanded by Robert B. Cialdini, PhD
One of the most powerful tools of persuasion is the principle of consistency. This principle suggests that once we make a small commitment, we are more likely to make larger commitments that are consistent with our initial choice. This is because humans have a deep desire to be seen as consistent in their words and actions. When we make a small commitment, we begin to see ourselves as the type of person who follows through on their promises. This concept is illustrated in a study where participants were asked to sign a petition supporting safe driving. Later, they were approached to place a large, unsightly sign in their front yard promoting safe driving. Those who had signed the petition were significantly more likely to agree to the larger request. This is because they had already made a commitment to the cause ...
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