Regarding compliance, which of the following statements is FALSE?
a. A good way to get another person to comply with a request is to first do a small favor for the person.
b. The lowball technique is often used by automobile dealers to convince customers to buy cars.
c. Since strangers must work harder to gain compliance, salespeople depend heavily on appealing to your tendency to be consistent and to reciprocate.
d. Stanley Milgram coined the term door-in-the-face effect to describe the tendency for a person to agree to a larger request after having earlier agreed to a smaller one.
D
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The process by which humans adapt and adjust to their environment is known as:
evolution. survival. selective adaptation. humanism.
The idea that workers feel they are being treated fairly is known as:
A. organizational justice. B. occupational fairness. C. workgroup morality. D. ethical climate.
Geoff is reading the science section of the newspaper. He should be most skeptical of which of the following headlines?
A) Feeling bad? Angry? Dream your problems away B) Gender differences in dream content found again C) Researcher claims dreaming not limited to deep sleep D) Sight restored in dreams for man blinded in recent accident
People who had already placed their two-dollar bets were more confident than people who were waiting in line to place their bets (Knox & Inkster, 1968)
These findings suggest that decisions that are _______ generate more cognitive dissonance than decisions that are not. a. important b. coerced c. irrevocable d. trivial