The Tendency for People to Behave Differently When They Know

question 64

Multiple Choice

The tendency for people to behave differently when they know they are being studied is known as the

• A) Hawthorne effect.
• B) Taylor effect.
• C) Type II effect.
• D) induced motivation effect.

---

Definitions:

Lowballing Technique

A persuasion and sales strategy where an initially lower price is presented to get agreement, only to increase it later on.

Foot-In-The Door Technique

A compliance tactic that involves getting a person to agree to a large request by first setting them up by having them agree to a modest request.

Social Proof

The psychological phenomenon where people assume the actions of others in an attempt to reflect correct behavior for a given situation.

Social Comparison

The method in which people assess their own skills, accomplishments, and situations relative to other individuals.