What is it called when the target agrees with and becomes committed to a request?

The correct answer is internalization, which refers to the process where an individual not only agrees with a request but also accepts the underlying values or beliefs associated with that request. This is a deeper level of commitment than merely acquiescing; it involves a change in one's own attitudes and a genuine acceptance of the request as aligned with personal values.

When someone internalizes a request, they adopt it as part of their own belief system, leading to sustained acceptance and commitment even beyond the immediate influence. This phenomenon is crucial in both organizational behavior and social psychology, where effective leadership and influence often depend on the ability to foster internalization among team members.

The other concepts, while related to influence and persuasion, describe different dynamics. For example, coalitions involve forming alliances to strengthen negotiating positions; ingratiation refers to attempts to gain favor through flattery or agreement without necessarily committing to the request; and pressure involves coercive tactics or demands intended to gain compliance. These strategies do not inherently lead to the same lasting commitment that internalization does.