Identify three different techniques that can be used to gain the compliance of another individual. Then give an example of each.
What will be an ideal response?
Student examples will vary, but the three techniques include the following:(1) The foot-in-the-door technique: This involves getting a person to agree to a small request, and then increase the size of the request by asking for more and more and more.(2) The door-in-the-face technique: This involves asking for a larger request and then, after it is declined, asking for a smaller favor or request. This activates the norm of reciprocity and creates pressure for the lesser request to be granted.(3) The lowballing technique: This involves getting agreement to a particular deal or transaction and then, at the very last minute, changing the terms of that agreement in your own favor. This is a favorite of salespeople, particularly those who sell cars or higher-end products.
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a. by holding a press conference. b. in a book. c. in a scientific magazine. d. in a journal.
Means–ends analysis was FIRST described by:
A) Friedrich Gauss. B) Amos Tversky and Daniel Kahneman. C) Karl Duncker. D) Eleanor Rosch.
An employment test for the job of sales manager that measures knowledge of sales theory, interpersonal skills, and ability to use text messaging is
a. homogeneous. b. heterogeneous. c. reliable. d. generalizable.
The aspect of color that corresponds to names such as red, green, and blue is __________
a) brightness. b) saturation. c) hue. d) fine detail.