Regarding Compliance, Which of the Following Statements Is FALSE

question 689

Multiple Choice

Regarding compliance, which of the following statements is FALSE?

• A) A good way to get another person to comply with a request is to first do a small favor for the person.
• B) The lowball technique is often used by automobile dealers to convince customers to buy cars.
• C) Since strangers must work harder to gain compliance, salespeople depend heavily on appealing to your tendency to be consistent and to reciprocate.
• D) Stanley Milgram coined the term door-in-the-face effect to describe the tendency for a person to agree to a larger request after having earlier agreed to a smaller one.

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Definitions:

Developmentalists

Specialists who study the growth and development of humans throughout the lifespan, focusing on physical, cognitive, and social changes.

Social Learning

A theory which suggests that people can learn new behaviors and attitudes through observation of others' actions and the consequences they face.

Traditional Behaviorism

A branch of psychology that studies observable behaviors as a response to stimuli, without considering internal processes.

Personality

The combination of characteristics or qualities that form an individual's distinctive character, influencing behaviors, thoughts, and emotions.