Henry and Charlie Want to Create a Company Where Their

question 91

Multiple Choice

Henry and Charlie want to create a company where their employees have a say in the processes and products that they produce. They both feel that it is important to get the opinion of people throughout the organization. They think that with their employee involvement they can improve their processes and products because they are closer to knowing the needs of the customer. Henry and Charlie use which flow of communication direction in their company?

• A) lateral
• B) horizontal
• C) downward
• D) upward

---

Definitions:

Foot-In-The-Door Technique

A persuasion strategy that involves getting a person to agree to a small request as a precursor to agreeing to a larger request.

Low-Ball Technique

A persuasion strategy in which an initial, lower price is offered to secure agreement, then raised before the deal is closed.

Bait-And-Switch

A deceptive marketing strategy in which a customer is lured by the advertisement of a low-priced item but then is encouraged to buy a more expensive one.

Door-In-The-Face Technique

The Door-In-The-Face Technique is a persuasion strategy where a larger request is initially made and rejected, followed by a smaller, more reasonable request.