When Marsha Wavers on Her Decision to Buy a New

question 313

Multiple Choice

When Marsha wavers on her decision to buy a new computer, the salesperson finally says to her, "If you buy this computer system today, I'll throw in a larger hard drive and a couple of computer games for your kids. Have we got a deal?" The salesperson appears to be using the _____ technique to persuade Marsha to buy the computer system.

• A) foot-in-the-door
• B) door-in-the-face
• C) that's-not-all
• D) devil's advocate

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Definitions:

Buying Behaviour

The decision-making process and actions of consumers regarding the search for, selection, purchase, use, and disposal of goods and services.

Identity Negotiation

The process through which individuals reach agreements within themselves about their personal identities or manage their identities in social contexts.

Expectancy Disconfirmation Model

A theory that suggests consumer satisfaction is determined by the disparity between expected and actual product performance.

Innate Quality

A natural, intrinsic characteristic or property of an individual or object.