Cold Calling Is Generally Most Prevalent With

question 1

Multiple Choice

Cold calling is generally most prevalent with:

• A)Product oriented fee-only planners
• B)Product oriented commission-only planners
• C)Product oriented fee and commission planners
• D)Both a and b
• E)Both b and c

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Definitions:

Foot-In-The-Door Phenomenon

A psychological tactic involving getting a person to agree to a small request to increase the chances of agreeing to a larger request later.

Informational Social Influence

The influence to accept information from others as evidence about reality, often leading to conformity in ambiguous situations.

Cognitive Dissonance Theory

A psychological theory that explains the discomfort that arises from holding two conflicting beliefs, leading to changes in attitudes, beliefs, or behaviors.

Role-Playing Theory

A theory suggesting that much of behavior is influenced by society's expectations and that individuals perform roles they have learned based on social norms and expectations.