When a consumer is asked by a salesperson for a big favor that he or she is expected to refuse and is then offered a lesser option, the salesperson is using what shaping technique?
A) Foot-in-the-door compliance technique
B) Door-in-the face compliance technique
C) Conditioning technique
D) Shape-and-sell technique
E) Up-sell technique

Question

Quizplus · Accepted Answer

The salesperson is using the "Door-in-the-face" compliance technique, where initially making a large request that is expected to be refused makes a smaller request more likely to be accepted.

When a Consumer Is Asked by a Salesperson for a Big