The Rejection-Then-Retreat Technique Gets Its Power from Which Weapon of Influence

question 13

Multiple Choice

The rejection-then-retreat technique gets its power from which weapon of influence?

• A) Reciprocity
• B) Commitment and Consistency
• C) Liking
• D) Authority
• E) Scarcity

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Definitions:

Reinforcement

In behavioral psychology, a consequence applied that will strengthen an organism's future behavior whenever that behavior is preceded by a specific antecedent stimulus.

Skinner

B.F. Skinner, an American psychologist and behaviorist known for his work in developing the theory of operant conditioning, which involves learning through rewards and punishments.

Method

A systematic way of doing something, often involving a detailed and established procedure or technique.

Industrial and Organizational Psychologists

Psychologists who apply psychological theories and principles to organizations and the workplace to solve problems and improve the quality of work life.