A Compliance Technique in Which a First, Small Request Is

question 19

Multiple Choice

A compliance technique in which a first, small request is used as a set-up for later requests is known as ________.

• A) the low-ball technique
• B) the foot-in-the-door technique
• C) the infiltration technique
• D) ingratiation

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Definitions:

Framing Effect

The influence of wording, or the context in which information is presented, on decision making.

Overconfidence

A cognitive bias where an individual’s subjective confidence in their judgments is greater than their objective accuracy.

Chomsky's Hypothesis

A theory suggesting that the ability to learn language is innate, i.e., biologically programmed within humans.

Innate Ability

A natural talent or skill that a person is born with, not acquired through learning or experience.