In One Study, One Group of Homeowners Was Asked If

question 103

Multiple Choice

In one study, one group of homeowners was asked if they would put a small sign on their doors that said, "BE A SAFE DRIVER." Another group of homeowners was not asked to display this sign. Then, a few weeks later, everyone in both groups was asked if a large, poorly lettered sign stating, "DRIVE CAREFULLY," could be displayed in their yard. Most people who had received and granted the first request were quite willing to have the larger sign in their yard. In contrast, those who had not had the first request with the small sign tended to say "no" to displaying the larger sign. This study was about which social influence technique?

• A) foot-in-the-door
• B) low-balling
• C) bait-and-switch
• D) labeling

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Definitions:

Total Costs

The complete amount of expenses incurred by a business or project, including both fixed and variable costs.

Money Market Instruments

Short-term financial instruments typically with high liquidity and very low risk.

Default Rates

The frequency at which borrowers fail to make payments on their loans or securities according to the terms agreed upon.

Maturity

The date on which the principal amount of a financial instrument, such as a bond or loan, is due to be paid in full.