Many people hang up on telemarketers, but others will listen politely to their pitches even if they are not interested in the product. Telemarketers know that anyone who agrees to listen to a pitch is more likely to buy the product, thanks to the ________

a) risky shift
b) polarization
c) foot-in-the-door tactic
d) door-in-the-face technique

ANS: C, The foot-in-the door phenomenon operates on the principle that after someone has complied with a small request (to listen to the pitch), that person is more likely to then comply with a larger request that follows (buying the product) because he or she wants to behave consistently.