As His Small Business Prospers and Grows from Stage 1

question 53

Multiple Choice

As his small business prospers and grows from Stage 1 to Stage 4, Carlos Perez realizes that he also must grow by increasing his

• A) doing skills.
• B) advertising skills.
• C) managing skills.
• D) legal skills.

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Definitions:

Foot-in-the-door Technique

A persuasive tactic involving getting a person to agree to a small request as a precursor to making them more likely to agree to a larger request later.

Small Request

A minor or insignificant petition or appeal made to another individual, often as a precursor to asking for a larger favor in compliance theories.

Larger Request

A strategy in persuasion and social influence where a bigger, often less achievable, request is made knowing it could be refused in favor of a smaller one that is the real aim.

Self-perception Theory

A psychological theory that suggests individuals infer their own attitudes and emotional states by observing their own behavior and the context in which it occurs.