The Technique of Getting a Commitment from a Potential Customer

question 19

Multiple Choice

The technique of getting a commitment from a potential customer and then changing the terms of the agreement is best described as

• A) reciprocal concession.
• B) cognitive dissonance.
• C) the foot-in-the-door technique.
• D) lowballing.

Understand the concept of confidence intervals and their interpretation.

Grasp the concept of hypothesis testing, including understanding p-values and significance levels.

Apply statistical methods to compare two proportions.

Determine the appropriate sample size for constructing confidence intervals with specified margins of error.

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Definitions:

Concrete Operations

A stage in Piaget's theory of cognitive development in which children from about 7 to 12 years old develop logical thinking but still struggle with abstract concepts.

Zone Of Proximal Development

A concept in education and cognitive psychology referring to the difference between what a learner can do without help and what they can achieve with guidance and encouragement.

Vygotsky

A Russian psychologist who proposed the sociocultural theory of cognitive development, emphasizing the role of social interaction in learning.

Formal Operations

In Piaget's theory, the cognitive development stage (starting around age 12) where an individual gains the ability to think abstractly, reason logically, and form hypotheses.