Finn is getting ready to sign the papers to purchase a home and finds that the cost is slightly higher than he and the buyer originally agreed upon. He voices his concern, and the buyer suggests that he is throwing in the deep freeze and refrigerator as a bonus to account for the difference. Although these items are probably worth less than the increased price, Finn feels awkward about refusing
to pay the extra when the buyer is throwing in these extras. Finn’s compliance was induced by which technique?
a. ?attribution
b. ?that’s-not-all
c. ?foot-in-the-door
d. ?door-in-the-face
ANSWER:
b
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