Cialdini Et Al

question 13

Multiple Choice

Cialdini et al.(1990) observed participants in a clean or cluttered parking garage.In which of the following situations did they find that participants were most likely to litter?

• A) when the participants observed a confederate litter in the cluttered garage
• B) when the participants observed a confederate litter in the clean garage
• C) when the participants observed a confederate place trash in the proper receptacle in a cluttered garage
• D) when the participants observed a confederate place trash in the proper receptacle in a clean garage

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Definitions:

Boomerang Technique

A persuasive strategy where a salesperson turns a customer's objection into a reason to purchase the product or service.

Objection Into Benefit

A sales strategy where a customer's concern or objection is turned into a positive aspect or advantage of the product or service.

Compensation Method

A system or approach used to determine how employees, especially sales personnel, are rewarded for their efforts and performances.

Return-On-Investment

A performance measure used to evaluate the efficiency or profitability of an investment, calculated by dividing the profit of an investment by its cost.