chapter 11

Question 1

Giving someone a gift or favour before making a request increases compliance due to feelings of indebtedness.

Answer 1

pre-giving

Question 2

Making a small initial request that is likely to be accepted, followed by a larger target request

Answer 2

foot-in-the-door

Question 3

Making a large initial request that is likely to be rejected, followed by a smaller target request.

Answer 3

Door-in-the-face

Question 4

Foot in the door works based on

Answer 4

-on self-perception theory and consistency needs .

Question 5

Door in the face relies on

Answer 5

the contrast effect and reciprocal concessions .

Question 6

low ball technique

Answer 6

-Changes the original deal or adds conditions to existing deal
-making an offer that SOUNDS to good to be true
-May have hidden strings attached

Question 7

bait and switch tactic

Answer 7

-consumer tries to buy low-priced item and its no longer available

Question 8

Sorry we’re out of your size…but”

Answer 8

Bait and switch tactic

Question 9

Dumb and chase

Answer 9

-persuader does not take no for no answer

Question 10

Even a penny will help, no donation is to small

Answer 10

-legitimizing paltry contributions

Question 11

adding incentives or benefits to an offer before the person has a change to respond

Answer 11

-sweetening the deal

Question 12

Foot-in-the-mouth effect

Answer 12

-asking people how they are feeling, acknowledging their positive response , and then making a request