"Would You Be Interested in Donating $5000 to a Charitable

question 225

Multiple Choice

"Would you be interested in donating $5000 to a charitable cause?" When this opening question results in a definitive "No, thanks!" the subsequent question, "Well, how about a $100 contribution?" seems like a much more acceptable option. This scenario illustrates use of:

• A) the foot-in-the-door technique.
• B) peripheral route persuasion.
• C) the door-in-the-face technique.
• D) the lowball technique.

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Definitions:

Return on Investment (ROI)

A measure used to evaluate the efficiency or profitability of an investment, calculated by dividing the profit of an investment by its cost.

Investment Center A

A segment or area of a business responsible for its own revenue, expenses, and assets, with its performance measured by its ability to generate income relative to its invested capital.

Income Data

Financial information that shows the revenues earned and expenses incurred by a business over a period of time.

Asset Data

Information about the resources owned by a business, which have economic value and can contribute to generating income.