When a Salesperson Visits Your Home and Asks You to Try

question 96

Multiple Choice

When a salesperson visits your home and asks you to try a free sample of a cleaning fluid,you agree.When he returns the following week and asks you to purchase an assortment of expensive cleaning products,you make the purchase.The salesperson appears to have made effective use of

• A) the fundamental attribution error.
• B) peripheral route persuasion.
• C) the foot-in-the-door phenomenon.
• D) cognitive dissonance.

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Definitions:

Midbrain

The middle portion of the brainstem that plays a role in vision, hearing, motor control, sleep/wake, arousal (alertness), and temperature regulation.

Epithalamus

A portion of the diencephalon in the brain, involved in linking the limbic system to other parts of the brain and regulating hormones and circadian rhythms.

Habenula

The habenula is a small region in the brain involved in regulating sleep-wake cycles, reproductive behavior, and stress responses.

Pineal Gland

is a small endocrine gland in the brain involved in the production of melatonin, regulating sleep patterns.