Investment counselors understand that if they can persuade a potential client to schedule an appointment and visit their office, the task of selling that person investment services becomes substantially easier.This is representative of what social influence mechanism?

Question

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This scenario exemplifies the foot-in-the-door technique, which involves persuading someone to comply with a small request, such as scheduling an appointment, in order to increase the likelihood of compliance with a larger request, such as purchasing investment services.

Investment Counselors Understand That If They Can Persuade a Potential