The Foot-In-The-Door Technique Involves

question 136

Multiple Choice

The foot-in-the-door technique involves

• A) first gaining a favourable response to a small request, then a favourable response to a larger request.
• B) continuing to push your request for compliance after the target person has declined to comply.
• C) first having a request turned down and then asking for something less and having the smaller request accepted.
• D) starting with a very attractive offer to gain compliance and then deliver less.

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Definitions:

Coupon Bond

A debt security that pays the holder a fixed interest payment (coupon) at regular intervals until the maturity date, when the principal amount is repaid.

Yield To Maturity

The total return anticipated on a bond if it is held until the date it matures, including both interest payments and the gain or loss realized on the principal amount.

Market Price

The current exchange rate for a service or asset in the open market.

Zero-Coupon Bonds

Bonds that do not pay periodic interest and are sold at a discount from their face value, with the full face value being repaid at maturity.