Car salesmen often encourage a test drive. According to the ________, if they can get you in the car their chance of making a sale goes up!
a) the door-in-the-face approach
b) low-ball technique
c) the foot-in-the-door tactic
d) that's not all method
ANS: C, The foot-in-the door phenomenon operates on the principle that after someone has complied with a small request (test driving the car), that person is more likely to then comply with a larger request that follows (buying the car) because he or she wants to behave consistently.
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The form of behavioral therapy in which an undesirable behavior is paired with an unpleasant stimulus to reduce the frequency of the behavior is called _______
a) token economy b) operant conditioning c) aversion therapy d) participant modeling
Obedience and respect for authority are values that _____ parents are especially likely to stress to their children
A) middle class B) nontraditional C) working class D) professional