Nancy Asks Her Mother If She Can Have Three Cookies

question 92

Multiple Choice

Nancy asks her mother if she can have three cookies before dinner, and her mother says "no." Nancy then asks if she can have just one cookie before dinner and her mother says "yes." Nancy's dual requests BEST illustrate which of the following?

• A) the foot-in-the-door technique
• B) the door-in-the-face technique
• C) the low-ball technique
• D) the that's-not-all technique

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Definitions:

Impression Management

The process by which individuals try to control or influence the perceptions others have of them.

Organizational Goals

These are the objectives or targets that an organization aims to achieve, which guide its operational and strategic decisions.

Ingratiation

A psychological technique where an individual attempts to make themselves more likable to another, often by flattery or trying to please them.

Inspirational Appeal

The ability to inspire and motivate others through communication that arouses enthusiasm or incites action.