The Tendency of People to Comply with a Second, Lesser

question 4

Multiple Choice

The tendency of people to comply with a second, lesser request after refusing a first, larger one is called the ________ effect.

• A) door-in-the-face
• B) bait and switch
• C) foot-in-the-door
• D) lowball

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Definitions:

Career

The progression and actions an individual takes over their lifetime in the exploration, establishment, and progression within their chosen work.

Corporate Culture

The shared values, beliefs, and practices that characterize an organization, influencing its members' behavior and company operations.

Organizational Socialization

The process by which new employees learn the values, norms, and required behaviors of an organization.

Shared Assumptions

Common beliefs or ideas implicitly accepted by a group or organization that influence its culture and decision-making processes.