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This is also known as the Door-in-the-face technique[1] in social psychology.

[1]: https://en.m.wikipedia.org/wiki/Door-in-the-face_technique

That’s a really basic sales technique much older than the 1975 study. I wonder if it went under a different name or this was a case of studying and then publishing something that was already well-known outside of academia.

Wouldn’t this be an example of anchoring?

https://en.wikipedia.org/wiki/Anchoring_effect

Believe it or not, it can be multiple things at once

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