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 a soda and a test drive is a form of norm of reciprocity, which is the social norm of responding to a positive action with another positive action. By offering a soda and a test drive, the salesperson is creating a positive experience for the potential customer, which can increase the likelihood of a sale. The test drive is also a form of foot-in-the-door technique, which is the principle of gaining compliance by starting with a small request and then making larger requests. By asking the customer to take a test drive, the salesperson is starting with a small request that is more likely to be accepted, and then can build on that momentum to potentially close a sale.

You Are in the Market for a New Car