Many Real Estate Agents Know That If They Can Persuade

question 11

Multiple Choice

Many real estate agents know that if they can persuade a potential buyer to make a preliminary offer on a house, the buyer will feel committed to the purchase and hesitant to walk-away, even if the "deal" changes (such as having to pay for repairs or closing costs, etc.) This is representative of what social influence mechanism?

• A)Reciprocity principle social influence
• B)Low-ball technique
• C)Foot-in-the-door-technique
• D)Door-in-the-face-technique
• E)The because heuristic

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Definitions:

Preoperational

A stage in Jean Piaget's theory of cognitive development where children from about 2 to 7 years old engage in symbolic play but struggle with logic and taking the perspective of others.

Concrete Operations

A stage in Jean Piaget's theory of cognitive development, typically occurring between ages 7 and 11, when children gain the ability to think logically about concrete events.

Decenter

The cognitive ability to take multiple aspects of a situation into account and understand perspectives other than one's own.

Transformations

Changes or alterations in form, appearance, or nature that can occur in different contexts, such as mathematics, linguistics, or biology.