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:

Institutionalizing

The process of embedding particular practices, values, or norms within an organization or society, making them an enduring and accepted part of its culture.

Integrating

The act of combining or incorporating elements together into a unified or cohesive whole.

Perceived Dependency

Perceived Dependency refers to the extent to which individuals believe they rely on others or external factors for support, resources, or decision-making.

Doing Favors

Acts of kindness or assistance typically performed without expecting anything in return.