You are buying a house. The seller recently lowered the asking price, but the price is still higher than your initial offer. The broker states, "The seller lowered his price, and I think you should raise your offer."

What type of influence strategy is being utilized?
A) Retribution
B) Reciprocity
C) Reason
D) Coercion

Answer: B
Explanation: A) Incorrect. Retribution refers to the use of coercion or intimidation to gain compliance. Here, there is no actual or implied threat if you do not raise your initial offer.
B) Correct. Here, the broker and seller are using ingratiation to create a sense of obligation to raise your initial offer.
C) Incorrect. Reason refers to the use of logic or an appeal to shared values to gain compliance. Here, the broker has not told you why it makes sense to do what he says.
D) Incorrect. Coercion is one type of retribution. There is no actual or implied threat if you do not raise your initial offer.