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 soda and asks you to take a test drive. Which psychological technique is behind the offer of the soda and the test drive?

Question

Quizplus · Accepted Answer

The foot-in-the-door technique is at play here, where a small request (accepting a soda) is followed by a larger request (taking a test drive). This technique operates on the principle that agreeing to a small request increases the likelihood of agreeing to a larger request.

You Are in the Market for a New Car