Cialdini and Colleagues (1975) Found That Students Who Were First

question 56

Multiple Choice

Cialdini and colleagues (1975) found that students who were first asked to volunteer for two years, and then asked to volunteer for a two hour trip to the zoo with juvenile delinquents were significantly more likely to agree to the zoo, request than were students just asked to do the zoo trip. They labeled this the:

• A) foot-in-the-door effect
• B) low balling
• C) social conformity
• D) door-in-the-face effect

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Definitions:

Profit Centers

Divisions or units within a business that are directly responsible for generating profits.

Contribution Margin

The difference between sales revenue and variable costs of production, used to cover fixed costs and generate profit.

Controllable Fixed Costs

Fixed costs that management has the ability to influence or change in the short term, such as advertising expenses.

Controllable Margin

The portion of profit or contribution margin that a manager has direct control over, before fixed costs and overhead are deducted.