When a Salesperson Visits Your Home and Asks You to Try

question 41

Multiple Choice

When a salesperson visits your home and asks you to try a free sample of a cleaning fluid, you agree. When he returns the following week and asks you to purchase an assortment of expensive cleaning products, you make the purchase. The salesperson appears to have made effective use of

• A) the fundamental attribution error.
• B) the social-responsibility norm.
• C) the foot-in-the-door phenomenon.
• D) deindividuation.

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Definitions:

Placebo Control Group

is a group in an experiment that receives a sham or inactive treatment, which is used to assess the psychological impact of receiving treatment rather than the treatment's actual efficacy.

Real Control Group

Represents a group in an experiment that does not receive the treatment or intervention, used as a benchmark to measure the effect of the treatment.

Matched Control Group

A group of subjects that is equivalent to the experimental group in key characteristics but does not receive the experimental treatment or intervention.

Error Variance

The portion of variation in a set of observations that arises from random factors as opposed to systematic influences.