When Compliance Occurs as a Result of Getting a Person

question 21

Multiple Choice

When compliance occurs as a result of getting a person to agree to a smaller request after having turned down a large request, this is called ____.

• A) the door-in-the-face technique
• B) the foot-in-the-door technique
• C) normative conformity
• D) informational conformity

---

Definitions:

EBIT

Earnings Before Interest and Taxes, an indicator of a company's profitability excluding interest and income tax expenses.

Interest Expense

The cost incurred by an entity for borrowed funds, typically paid to lenders as interest on loans.

Breakeven Analysis

A calculation to determine the point at which revenue received equals the costs associated with receiving the revenue, indicating no net loss or gain.

Financial Leverage

The employment of loaned funds to boost the prospective earnings of an investment.