Warren works at a car dealership. He likes to quote customers the inflated retail price of the car before lowering it to the sale price. He finds that this strategy leads to more sales. On average, about 1 in 10 customers buy a car from Warren, although Warren has no real way of predicting which customers will decide to purchase a car. Warren is using the _____ sales technique, and his behaviour
is reinforced according to a _____-ratio schedule.
A) foot-in-the-door; fixed
B) foot-in-the-door; variable
C) door-in-the-face; fixed
D) door-in-the-face; variable
D) door-in-the-face; variable
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Bandura would say that a person's emotional makeup and their biological and genetic influences comprise:
A. personal factors B. trait factors C. intelligence D. cognitive factors
Cognitive psychologists are concerned with the scientific study of ______
a. psychosocial development b. observable behaviors c. mental processes d. self-actualization
Charles Darwin's theory of evolution emphasized __________ and __________
A) the normative approach; survival of the fittest B) noble savages; physical maturation C) tabula rasa; natural selection D) natural selection; survival of the fittest
A social influence technique in which a first, small request is used as a set-up for later requests is known as _____.
A. the low-ball technique B. the foot-in-the-door technique C. the infiltration technique D. ingratiation