Imagine that you are stopped in the street by a Boy Scout selling tickets to the circus for $5 each.You refuse to buy a ticket,and then the boy offers you chocolate bars for $1 each.You are ________ likely to buy some of the chocolate bars now than if you had been approached first with the chocolate bar offer because ________.

Question

Quizplus · Accepted Answer

This phenomenon is known as the door-in-the-face technique, where a large request is made first to increase the likelihood of compliance with a smaller request. When the Boy Scout offered the circus ticket for $5, it may have seemed too expensive, but when he offered the chocolate bar for $1, it appeared as a concession, making the customer more likely to buy it due to the reciprocity principle.

Imagine That You Are Stopped in the Street by a Boy