You are in the market for a new car. You go from dealer to dealer and find they all follow the same procedure: every salesperson offers you a soda and asks you to take a test drive. Which two psychological techniques are behind the offer of the soda and the test drive?

Question

Quizplus · Accepted Answer

The offer of the soda follows the principle of reciprocity, where the dealer is offering something of small value in hopes of receiving something of greater value in return (a sale of a car). The test drive utilizes the foot-in-the-door technique, where the salesperson is getting you to agree to a small request (the test drive) with the hopes of leading to a larger request (purchasing the car).

You Are in the Market for a New Car