We want to be consistent with our past commitments, even if the initial commitment is much smaller.
If we have committed something in the past, we want to pursue this behavior in the future. This means, that past commitments shape behavior.
Science
Initial commitment was a small “drive safely card“ people of one neighborhood put in their windows led to a 400% increase to the later commitment of putting up a big sign in the neighborhood compared to the neighborhood without the initial commitment.
Key takeaways
References
Cialdini, R. B., & Martin, S. (2012). Science Of Persuasion. https://www.youtube.com/watch?v=cFdCzN7RYbw&t=447s&ab_channel=influenceatwork