SOLVED

161) What term is used to describe compliance with an initial small request followed by compliance with a larger request? a. The foot-in-the-door technique b. The door-in-the-face technique c. The low-ball technique d. The bait-and-switch technique 162) The tendency of people to comply with a second, larger request after complying with a small request is called the ______ technique. a. foot-in-the-door b. door-in-the-face c. low-ball d. bait-and-switch 163) You are in the market for a new car. You go from dealer to dealer and find they all follow the same procedure: every salesperson offers you a soda and asks you to take a test drive. Which psychological technique is behind the offer of the soda and the test drive? a. The foot-in-the-door technique b. The door-in-the-face technique c. The low-ball technique d. The bait-and-switch technique 164) The tendency of people to comply with a second, lesser request after refusing a larger one is called the ______ technique. a. foot-in-the-door b. door-in-the-face c. low-ball d. bait-and-switch 165) “Mommy, mommy, mommy,” your young son asks frantically. “Can we please buy a new PlayStation®3 console with all of the games and the wireless controllers so that we don’t have to sit near the television?” “No,” you reply, “we can’t afford to buy all of that!” Seemingly unperturbed by your reject, your son comes back with “Then can we just buy one new game for our PlayStation®2?” “Okay, I guess so,” you answer, not realizing that your son has taken a social psychology class and has just used the _____________ technique to get what he wanted. a. foot-in-the-door b. door-in-the-face c. low-ball d. bait-and-switch 166) A person asks you if you would volunteer to counsel delinquent youths at a detention centre for two years. When you refuse, she asks you if you could supervise the youths during a trip to the zoo. She is using the ______ technique. a. foot-in-the-door b. door-in-the-face c. low-ball d. bait-and-switch 167) A dealer persuades a customer to buy a new car by reducing the price to well below that of his competitors. Once the customer has agreed to buy the car, the terms of the sale are shifted by lowering the value of the trade-in and requiring the purchase of expensive extra equipment. Now the car costs well above the current market rate. This is an example of the ______ technique. a. foot-in-the-door b. door-in-the-face c. low-ball d. bait-and-switch 168) Raoul wanted a new cell phone. One of the companies was offering free cell phones with a purchase of a two-year contract. Along with the offer came free text messaging for a month. Raoul purchased the contract. After the month he liked the text package so much he kept it at a rather hefty price. This is an example of a. the foot-in-the-door technique. b. the door-in-the-face technique. c. the low-ball technique. d. the bait-and-switch technique. 169) ________ involves asking for an unreasonably large request before asking for the small request you are hoping to have granted. a. The foot-in-the-door technique b. The door-in-the-face technique c. The low-ball technique d. The bait-and-switch technique 170) Miranda received a phone call from a telemarketer for a local charity. The telemarketer asked for a $1000 donation. When Miranda refused, the telemarketer then asked for $25 to which Miranda agreed. This is an example of a. the foot-in-the-door technique. b. the door-in-the-face technique. c. the low-ball technique. d. the bait-and-switch technique.