If a First Request for a $1,000 Contribution to Your

question 71

True/False

If a first request for a $1,000 contribution to your university's alumni foundation is followed by a second, less costly request for $150, the person soliciting the funds may be using the door-in-the-face technique.

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Definitions:

Functional Analysis

An approach to the study of behavior that involves assessing the frequency of a behavior, the situation in which it occurs, and the reinforcers associated with it.

Behavior Modification Techniques

Methods used in behavior analysis and psychology to change someone's behavior through positive or negative reinforcement or punishment.

Superstitious Behavior

Persistent behavior that has a coincidental and not a functional relationship to the reinforcement received.

Functional Relation

A relationship between variables where changes in one variable correspond to changes in another, often used in scientific and mathematical contexts.