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:

Critical Thinking

The objective analysis and evaluation of an issue in order to form a judgment, characterized by logical thinking, questioning assumptions, and assessing evidence.

Human Capital

The knowledge, skill sets, and abilities that employees bring to the workplace, viewed as an asset to the organization.

Value

The importance or worth of something, often used in the context of the benefits or usefulness it holds.

Rareness

Denotes the scarcity or uniqueness of resources or capabilities within an organization that contribute to its competitive edge.