Jan needed a new phone so she went to the phone store where they offered her the latest Samsung for 1500 dollars. She said no, so they offered her the phone for 800 dollars. She agreed to buy the phone. Jan has just experienced
A)lowballing
B)the door-in-the-face technique
C)the foot-in-the-door technique
D)the fundamental error
E)the central route of persuasion

Question

Quizplus · Accepted Answer

Jan experienced the door-in-the-face technique, where an initially high offer is made and then followed by a lower, more reasonable offer, which she accepted.

Jan Needed a New Phone So She Went to the Phone