Online Retail Purchases by Consumers Can Be the Result of Several

question 126

Multiple Choice

Online retail purchases by consumers can be the result of several very different approaches,which include: (1) paying dues to become a member of an online discount service; (2) using a shopping "bot" to search for a product at the best price; (3) going directly to online malls; and (4)

• A)becoming a member of a research group that evaluates new products.
• B)becoming a secret shopper.
• C)participating in an online auction.
• D)participating in a buying cooperative.
• E)using direct selling.

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Definitions:

Door-In-The-Face Technique

A persuasive strategy that involves making a large request that is expected to be refused in order to increase the likelihood of compliance with a smaller request.

Late Shift

In work contexts, a shift that starts late in the day or evening and can extend into the night; in cognitive terms, a late change or shift in opinion or strategy.

Foot-In-The-Door Technique

The foot-in-the-door technique is a persuasion strategy where agreeing to a small request increases the likelihood of agreeing to a larger request later.

Lowballing Effect

A psychological phenomenon where an initially lower cost is presented to secure agreement, followed by the revelation of additional costs.