You Want to Know If a New Employee Incentive Program

question 18

Multiple Choice

You want to know if a new employee incentive program really works. How would you test the hypothesis that it does work?

• A)Try to disprove the hypothesis that it does work
• B)Try to prove the hypothesis that it does work
• C)Try to disprove the hypothesis that it does not work
• D)Try to prove the hypothesis that it does not work

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Definitions:

Door-In-The-Face

A persuasion technique involving making a large, unreasonable request that is likely to be refused in order to increase the likelihood of agreement to a smaller request later.

Lowballing

A persuasive technique often used in sales where an initially lower price is offered to get agreement from the buyer, only for it to be raised before the sale is concluded, often for reasons made to seem unavoidable.

Informational Influence

A form of social influence that occurs when an individual turns to the members of a group to obtain and accept information about reality.

Foot-In-The-Door

A psychological technique where getting a person to agree to a small request increases the likelihood they will agree to a larger request later.