In Gaining Compliance, Salespeople Depend Heavily on Appealing to Our

question 388

Multiple Choice

In gaining compliance, salespeople depend heavily on appealing to our tendency to

• A)groupthink.
• B)use downward comparisons.
• C)self-handicap ourselves.
• D)be consistent and to reciprocate.

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Definitions:

Propositions

Statements or assertions that express judgments or opinions which can be either true or false.

Categorical Propositions

Statements in logic that assert or deny something about all or some of the members of a category, involving a subject and predicate and following specific forms.

Middle Term

The term that appears in both premises of a categorical syllogism but not in the conclusion, connecting the other two terms.

Syllogism

A method of deducing an outcome from two provided or presumed statements.