After you take a test drive of a car, the car dealer asks you to go into the office and fill out some papers, just to see what kind of price the dealership could offer you.If you comply with this request, you have succumbed to the _____, which will lead to you being more likely to purchase the car.

Question

Quizplus · Accepted Answer

The scenario described is an example of the foot-in-the-door effect. The dealer first gets the customer to comply with a small request (taking a test drive) and then asks for a larger request (filling out paperwork to see the price), with the goal of increasing the likelihood of a sale. The highball and lowball techniques involve making an initial offer that is either too high or too low in order to manipulate the final price, and the door-in-the-face technique involves making an initial large request that is likely to be rejected in order to increase compliance with a smaller request. None of these techniques are at play in the scenario described.

After You Take a Test Drive of a Car, the Car