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People are more likely to comply with requests that are consistent with their previous actions from "summary" of Influence by Robert B. Cialdini
Consider the following scenario: A person makes a small request of you, and you agree to it. Later on, this same person makes a larger request that is related to the first one. What do you do? If you are like most people, you are more likely to comply with the larger request because it is consistent with your previous action. This phenomenon can be explained by the principle of consistency. When we make a decision or take an action, we like to believe that we are consistent in our beliefs and behaviors. This desire for consistency can be used as a powerful tool of persuasion. Once we have committed to a certain course of action, we are more likely to comply with future requests that are in line with our previous choices. This principle of consistency can b...
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