The Tendency of People to Comply with a Second, Lesser

question 356

Multiple Choice

The tendency of people to comply with a second, lesser request after refusing a larger one is called the ________ technique.

• A) lowball
• B) door-in-the-face
• C) foot-in-the-door
• D) bait-and-switch

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Definitions:

Ethics

Moral principles that govern a person's behavior or the conducting of an activity, often used as a guide to distinguish right from wrong.

Moral Principles

Fundamental beliefs regarding what is right, fair, and just, which guide individuals’ behavior and decision-making processes.

High-Performance Work Practices

A set of management practices that aim to enhance organizational performance by improving employee involvement, commitment, and competencies.

Competitive Advantage

A condition or circumstance that puts a company in a favorable or superior business position compared to its competitors.