Question

According to the textbook, which of the following correctly matches a technique of persuasion with its description?

a) door-in-the-face involves making an unreasonably large request to make smaller requests seem more reasonable.
b) foot-in-the-door involves making the other person agree to a request first to make them more likely to stay committed and follow through.
c) low-ball involves making the other person agree to a small request first, then asking for increasingly large requests.
d) norm to conform involves convincing the other person that they truly need an item, rather than only wanting it.

Answer 1

Option B correctly matches the foot-in-the-door technique with its description, where an initial small agreement increases the likelihood of compliance with a larger request later on.The correct option is B.

Step-by-step explanation:

Techniques of Persuasion and Descriptions

According to the textbook, the correct match between a technique of persuasion and its description is option B. The foot-in-the-door technique involves persuading a person to agree to a small favor or purchase and later making a larger request.

Research such as that by Freedman and Fraser (1966) shows that if someone consents to a minor request, they are more likely to comply with a subsequent, significant demand

This concept is rooted in the principle of consistency, where our past actions influence our future actions, and we strive to maintain consistency in our committed behavior.

For instance, a store owner might use the foot-in-the-door technique by first convincing a customer to purchase a basic product or service and later suggesting additional, more expensive options.

Agreeing to the initial offer makes it more likely for the customer to agree to the subsequent, larger request. The salesperson might suggest enhancements or add-ons, such as an extensive warranty for a smartphone after the buyer has agreed to a premium data plan.The correct option is B.