The Tendency of People to Comply with a Second, Lesser

question 11

Multiple Choice

The tendency of people to comply with a second, lesser request after refusing a larger one is called the __________ effect.

• A) lowball
• B) door-in-the-face
• C) foot-in-the-door
• D) bait-and-switch

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Definitions:

Prospect Component

An element or factor that qualifies a person or business as a potential customer worthy of a salesperson’s time and effort.

Advertising Activity

Actions or efforts taken to promote products, services, or brands to potential customers through various media channels.

Product Distribution

The process of making a product available to the consumers through a chain of supply, involving transportation, warehousing, and retailing.