Question

Cassie is going to join a gym because new membership is very cheap. When she gets there, she discovers that there are added costs for towels, classes, and lockers. Although the final price is much higher than she originally believed, she still signs up. The gym has just used the __________ strategy to get Cassie to buy a membership.

a. normative influence
b. door-in-the-face
c. foot-in-the-door
d. lowballing

Answer 1

c. foot-in-the-door

Step-by-step explanation:

Foot-in-the-door (FITD) technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first.

Answer 2

d. lowballing

Step-by-step explanation:

Lowballing is an unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a low cost, subsequently claims it was an error and raises the price; frequently, the customer will agree to make the purchase at the inflated price.