Asked by Sara Erika DeMesa on Jul 26, 2024
Verified
A very attractive initial offer is made to get people to commit themselves to an action, but then the terms are made less favorable. This is the __________
A) the foot-in-the-door technique.
B) the low-ball technique.
C) the door-in-the-face technique.
D) the that's-not-all technique.
Low-ball Technique
A persuasion tactic in which an initially favorable deal is later altered to become less favorable to the individual who agreed to it.
Foot-in-the-door Technique
A persuasion strategy in which agreement to a small, initial request increases the likelihood of compliance with a larger, later request.
Door-in-the-face Technique
A persuasion strategy where a large, unreasonable request is made first and, if refused, a smaller, more reasonable request is made.
- Understand techniques of persuasion and compliance, including the low-ball technique and the foot-in-the-door technique.
Verified Answer
ZK
Zybrea KnightJul 31, 2024
Final Answer :
B
Explanation :
This is known as the low-ball technique, where a tempting offer is presented but then the terms are changed to become less favorable once the person has already committed themselves. This can make it harder for people to back out of the commitment. The foot-in-the-door technique involves getting a small commitment from a person first before asking for a larger one, the door-in-the-face technique involves asking for a larger request first before asking for a smaller one, and the that's-not-all technique involves offering additional incentives or discounts to sweeten the deal.
Learning Objectives
- Understand techniques of persuasion and compliance, including the low-ball technique and the foot-in-the-door technique.