When a Salesperson Visits Your Home and Asks You to Try

question 96

Multiple Choice

When a salesperson visits your home and asks you to try a free sample of a cleaning fluid,you agree.When he returns the following week and asks you to purchase an assortment of expensive cleaning products,you make the purchase.The salesperson appears to have made effective use of

• A) the fundamental attribution error.
• B) peripheral route persuasion.
• C) the foot-in-the-door phenomenon.
• D) cognitive dissonance.

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Definitions:

Drug Tolerance

Drug tolerance occurs when a person requires a higher dose of a drug to achieve the same effect due to repeated use.

Conditioning Models

Theoretical models used to explain how behavioral responses are learned and performed in relation to certain stimuli.

Larger Doses

Increased quantities of a substance, such as medication, taken at one time or over a defined period, often implying more than standard amounts.

Spontaneous Recovery

The reappearance of a conditioned response after a pause, without further conditioning.