You are in the market for a new car. You go from dealer to dealer and find they all follow the same procedure: every salesperson offers you a test drive. Which psychological technique is behind the ubiquitous offer of a test drive?

Question

Quizplus · Accepted Answer

The salespeople are using the foot-in-the-door technique by asking you to take a small action (test drive) in the hopes that it will increase the likelihood of you making a larger purchase (buying the car).

You Are in the Market for a New Car