A Researcher Contacts You and Asks If You Would Be

question 197

Multiple Choice

A researcher contacts you and asks if you would be willing to complete a brief survey for him as part of a study. After you agree to participate, the researcher then informs you that you will need to come into the lab at 10:30 p.m. on Friday night to complete the survey. This example best illustrates the persuasion technique called:

• A) the norm of reciprocity.
• B) the door-in-the-face.
• C) lowballing.
• D) the foot-in-the-door.

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Definitions:

Vicarious Conditioning

Classical conditioning of an involuntary response or emotion by watching the reaction of another person.

Trustworthy

The quality of being reliable, honest, and able to be trusted.

Self-Esteem

An individual's subjective evaluation of their own worth, encompassing beliefs about oneself as well as emotional states such as triumph, despair, pride, and shame.

Greater Expertise

A high level of skill or knowledge in a particular area, acquired through education, practice, and experience.