Question

The advertising committee for a politician is going door to door and asking people to place a big, unattractive election sign on their lawns. Assuming that most people will refuse at first, the advertising committee is prepared to ask them to place a small sign on their lawns instead, which is the actual plan. Which strategy for successful persuasion is the advertising committee using in this scenario?a. The negative appeal approach

b. The inoculation technique
c. The foot-in-the-door strategy
d. The door-in-the-face strategy

Answer 1

D) The door-in-the-face strategy

Step-by-step explanation:

The door in the face strategy is a very effective sales technique since it benefits from the negative feelings that the customers might have after directly saying no to the first proposal.

It basically works this way, the salesperson approaches a customer and offers him/her something that normally people disagree with, like offering the most expensive exotic SUV, but then after the initial rejection, the salesperson makes a second offer which is much more rational and may actually fit the needs and wants of the customer, e.g. a normal SUV like a CRV or a RAV4.

This is a very effective technique not only for sales, but also when someone is asking for money; they first ask a very high but not reasonable amount, and then they will ask for at least something that covers another expense which is much smaller and was probably the initial request.