What is the foot-in-the door technique? Give an example
What will be an ideal response?
Theorists believe that the foot-in-the-door technique occurs in situations in which consumer compliance with a minor request affects subsequent compliance with a more substantial request. This strategy is based on the premise that individuals look at their prior behavior and conclude that they are the kind of person who says yes to such requests.
An example would be someone who donates five dollars to cancer research might be persuaded to donate a much larger amount when properly approached.
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Compared to other promotional tools, the most important advantage(s) of person selling is in:
a. locating prospects. b. gaining customer commitment c. creating customer value. d. both b and c above. e. all of the above.
Ordering costs, holding costs, and loss in profits due to stockouts are effectively controlled in _____
a. prototype stores b. zero-based budgeting c. incremental budgeting d. inventory management