Salespeople Who Employ the Low-Ball Technique Are Taking Advantage of the Implications

question 28

Multiple Choice

Salespeople who employ the low-ball technique are taking advantage of the implications of ______.

• A) postdecisional dissonance
• B) insufficient justification
• C) effort justification
• D) bad taste

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Definitions:

Perceptual Set

A tendency to perceive or notice some aspects of the available sensory data and ignore others, influenced by expectations or prior knowledge.

Precognition

The purported ability to foresee or have knowledge of future events before they occur.

Clairvoyance

The purported power to gather data about an object, a person, a location, or a physical happening through the use of extrasensory perception, bypassing traditional sensory channels.

Telepathy

The supposed communication of thoughts or ideas by means other than the known senses.