Providing customers with free samples best illustrates which of the following compliance tactics?

Question

Quizplus · Accepted Answer

Providing customers with free samples is an example of the reciprocity norm, which states that people feel obligated to give back to others who have given to them. By providing free samples, the company is hoping that customers will feel obligated to reciprocate by purchasing their products. A) The door-in-the-face technique involves making a large request initially, then following up with a smaller request. B) The foot-in-the-door technique involves making a small request initially, then following up with a larger request. D) The lowball technique involves making a low initial offer, then increasing the cost once the customer has committed to the purchase.

Providing Customers with Free Samples Best Illustrates Which of the Following