{"id":83,"date":"2026-02-23T10:39:51","date_gmt":"2026-02-23T10:39:51","guid":{"rendered":"http:\/\/localhost\/persuasion\/?post_type=content&p=83"},"modified":"2026-02-23T11:23:02","modified_gmt":"2026-02-23T11:23:02","slug":"chapter-11-sequential-persuasion","status":"publish","type":"content","link":"https:\/\/routledgelearning.com\/persuasion\/chapter-resources\/chapter-11-sequential-persuasion\/","title":{"rendered":"Chapter 11: Sequential Persuasion"},"content":{"rendered":"\n
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Chapter 11: Sequential Persuasion<\/h2><\/div>\n<\/div>\n\n\n\n
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Chapter Summary<\/h2>\n\n\n\n

In this chapter, the authors discuss the topic of \u201csequential persuasion,\u201d which examines social influence as a \u201cmulti-step\u201d process. Specifically, the authors explore research showing how people increase their persuasiveness by saying or doing something before, or sometimes after, making their request. They also examine various explanations for why and when such sequential tactics are effective. The chapter features some of the most prominently researched sequential tactics, including the-door-in-the-face, the-foot-in-the-door, pregiving, lowballing, bait-and-switch, and others.<\/p>\n\n\n\n

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