Many people hang up on telemarketers, but others will listen politely to their pitches even if they are not interested in the product. Telemarketers know that anyone who agrees to listen to a pitch is more likely to buy the product, thanks to the __________ phenomenon.
A) risky shift
B) polarization
C) foot-in-the-door
D) door-in-the-face

Question

Quizplus · Accepted Answer

The foot-in-the-door phenomenon refers to the tendency for people to be more likely to comply with a large request if they have already agreed to a smaller request. In the context of telemarketing, agreeing to listen to a pitch is a small request, and the telemarketer may then try to get the person to buy the product, which is a larger request. The person who has already agreed to listen to the pitch is more likely to comply with the larger request to buy the product due to the foot-in-the-door phenomenon. The other options listed do not apply to this situation.

Many People Hang Up on Telemarketers, but Others Will Listen