A Phone Solicitor Calls and Asks If You Would Be

question 160

Multiple Choice

A phone solicitor calls and asks if you would be interested in volunteering to work on a local political campaign. The job involves working 20 hours per week, you must work on Saturdays and Sundays for the next six months, and you receive no financial compensation. After politely refusing this request, the solicitor asks if you would be willing to work one evening a month on the campaign. This example best demonstrates the persuasion strategy known as

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

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Definitions:

Diminishing Returns

A principle stating that as investment in a particular area increases, the rate of profit from that investment, after a certain point, cannot continue to increase and may decrease.

Natural Monopoly

A market structure where a single provider is more efficient in supplying the entire market with a product or service, due to high fixed or startup costs.

Average-Cost Curve

The average-cost curve represents the total cost of production divided by the quantity of output produced, showing how the average cost per unit of product changes with changes in output level.