Experiments Suggest That If You Want People to Do a Big

question 117

Multiple Choice

Experiments suggest that if you want people to do a big favour for you, one technique is to get them to do a small favour first; this is known as the _________________ technique.

• A) insufficient justification
• B) overjustification
• C) foot-in-the-door
• D) door-in-the-face

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Definitions:

Net Discount

The reduction in price after all discounts have been applied and before taxes are calculated.

Mark-up

Mark-up refers to the amount added to the cost price of goods to cover overhead and profit; it is a percentage of the cost price.

Camping Tents

Portable shelters made of cloth used for outdoor overnight stays, especially in wilderness areas.

Net Cost

The actual cost of a product or service after all discounts, rebates, or allowances have been applied.