A consultant was telling newly hired salespeople about techniques they can use to increase sales. At one point he was talking about increasing compliance by creating a sense of obligation
Because one of the classes you took was Social Psychology, you recognize the concept as
a) reciprocity.
b) indebtedness.
c) foot-in-the-door.
d) returning a favor.
A
Psychology
You might also like to view...
Dr. Hoemann, a pediatrician, believes that a child's behavior problems are caused entirely by the parents' use of reinforcements and punishments. Dr. Hoemann is most likely a(n)
psychoanalyst. information-process theorist. behaviorist. sociologist.
Psychology
Imitating the behavior of one individual is called _____________, whereas changing your behavior to fit in with a group is called_____________
A) mimicry; conformity B) conformity; mimicry C) obedience; conformity D) conformity; obedience
Psychology