Ellie is a Girl Scout who goes door to door selling cookies.She finds that,by asking people to buy one box of cookies so that she can go on a field trip,they often buy more when she later tells them that she is competing with other scouts to win an even larger trip.On average,Ellie finds that about 25% of people buy more than one box of cookies,although she has no real way of predicting which customers will purchase a larger order.Ellie is using the _____ sales technique and her behavior is reinforced according to a _____-ratio schedule.

Question

Quizplus · Accepted Answer

Ellie is using the "foot-in-the-door" technique by first asking for a small commitment (buying one box of cookies) before asking for a larger one (buying more boxes). Her behavior is reinforced on a "variable" ratio schedule because she cannot predict which customers will buy more, making the reinforcement unpredictable.

Ellie Is a Girl Scout Who Goes Door to Door