A car dealer offers you a test drive and you accept.He then wants you to go in the office and fill out some papers "just to see what kind of price" he could offer.Thus,you are becoming more and more committed to purchase the car due to the

Question

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The car dealer is using the foot-in-the-door effect by first getting the individual to commit to a small action (taking a test drive) and then gradually increasing the commitment level (filling out paperwork and considering a purchase). This technique aims to increase the likelihood of the individual eventually making a purchase.

A Car Dealer Offers You a Test Drive and You