In gaining compliance, salespeople depend heavily on appealing to our tendency to

Name: In gaining compliance, salespeople depend heavily on appealing to our tendency to
Brand: Quizplus
Rating: 4.7 (40 reviews)

Question

Quizplus · Accepted Answer

Salespeople often rely on the principles of consistency and reciprocity to gain compliance. By appealing to our desire to be consistent with our previous actions or statements, and by offering something first (thereby triggering our desire to reciprocate the favor), they can effectively persuade us to comply with their requests.

In Gaining Compliance, Salespeople Depend Heavily on Appealing to Our