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.
ANSWER: d
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