What Are Some of the Risks of Placing the Decision

question 5

Essay

What are some of the risks of placing the decision of what,when,and where to buy solely at the discretion of the purchasing agent?

---

Definitions:

Door-In-The-Face Technique

Influence technique based on reciprocity, in which one starts with an inflated request and then retreats to a smaller request that appears to be a concession.

Labeling Technique

Influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label.

Self-Fulfilling Prophecy

A forecast that, either directly or indirectly, ensures its own accuracy through a positive loop between what is believed and how one acts.

Foot-In-The-Door Technique

Influence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request.