A Large Newspaper Did a Story on a Recent Sales

question 30

Multiple Choice

A large newspaper did a story on a recent sales tactic: Dozens of fast-talking salespersons call thousands of people every day.In the opening call, a salesperson claims to represent an impressive-sounding company.A second follow­ up call involves a sales pitch on the profits to be made and the salesperson tells the customer it is no longer possible to invest.A third call gives the customer a chance to invest.Which social influence principle is applied here?

• A)Automaticity
• B)Authority
• C)Reciprocity
• D)Liking
• E)Scarcity

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Definitions:

Self-Disclosure

The act of sharing personal, private, or sensitive information about oneself with others.

Short-Term Attraction

Relates to the initial phase of feeling drawn towards someone, which is often fleeting and based on superficial attributes.

Conflict Dissonance

The psychological tension or discomfort arising from inconsistencies within one's beliefs, attitudes, or behaviors during a conflict.