Warren works at a car dealership.He likes to quote customers the inflated retail price of the car before lowering it to the sale price.He finds that this strategy leads to more sales.On average,about 1 in 10 customers buy a car from Warren,although Warren has no real way of predicting which customers will decide to purchase a car.Warren is using the _____ sales technique,and his behaviour is reinforced according to a _____-ratio schedule.

Question

Quizplus · Accepted Answer

Warren is using the "door-in-the-face" technique by initially quoting a higher price and then lowering it. His behavior is reinforced on a variable-ratio schedule because he cannot predict which customer will buy, similar to a gambling scenario where reinforcement is unpredictable.

Warren Works at a Car Dealership