Tim Just Purchased a New Tread Mill

question 77

Multiple Choice

Tim just purchased a new tread mill. Before ringing up the sale, the salesperson offers Tim an expensive 3-year warranty on the machine for $300. Tim rejects the offer. The salesperson then offers a 1-year warranty for $100, which Tim accepts. This is an example of what social influence principle?

• A) Liking
• B) Automaticity
• C) Authority
• D) Reciprocity
• E) Commitment and consistency

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Definitions:

Successful Intelligence

Refers to a theory by Robert Sternberg that suggests intelligence is the ability to achieve success in life based on personal standards, within sociocultural context. It involves analytical, creative, and practical abilities.

Navigate Novel Situations

The ability to understand, manage, and adapt to new and unknown circumstances effectively.

Vernon's Hierarchal Model

A psychological theory that organizes intelligence into a hierarchy, with g (general intelligence) at the top, followed by two major group factors of verbal-educational and spatial-mechanical abilities.

Intelligence

The ability to learn from experience, solve problems, and use knowledge to adapt to new situations.