When a car dealer offers you a test drive and you accept, you have complied with the _____, which will lead to you being more likely to purchase the car.

Question

Quizplus · Accepted Answer

The foot-in-the-door effect is the tendency for people to comply with a small request before being asked for a larger one. In this case, the small request is accepting the test drive and the larger one would be purchasing the car. By complying with the small request, the individual is more likely to feel committed to the larger request and ultimately make the purchase. The highball technique involves starting with a very high price and then lowering it, while the lowball technique involves starting with a low price and then increasing it. The door-in-the-face effect involves starting with an unreasonable request and then making a smaller, more reasonable request.

When a Car Dealer Offers You a Test Drive and You