As Thelma enters her grocery store, a girl at a table near the door asks her to buy a raffle ticket for $2. Thema says sure, so the girl says "or you could get 3 for $5. Thelma says, "Well then give me three it is a great deal!" The solicitor used the
A)foot-in-the-door technique.
B)door-in-the-face technique.
C)norm of reciprocity.
D)lowballing technique.
E)additive norm.

Question

Quizplus · Accepted Answer

The foot-in-the-door technique involves getting a person to agree to a small request to increase the chances they will agree to a larger request later. Thelma initially agrees to buy one ticket, making her more likely to agree to buy more when presented with the "deal" of three for $5.

As Thelma Enters Her Grocery Store, a Girl at a Table