Rather than selling someone on the price of a $150 000 Mercedes Benz right off the bat, marketers find that getting agreement on a variable like colour or styling first helps. This relates to the ________ technique.
A) foot-in-the-door
B) cognitive association
C) brand strengthening
D) frame of reference

Question

Quizplus · Accepted Answer

The foot-in-the-door technique involves getting someone to agree to a small request before making a larger request. In this scenario, getting agreement on a smaller aspect like color or styling first makes it easier to later sell the larger item, the Mercedes Benz.

Rather Than Selling Someone on the Price of a $150