Many people hang up on telemarketers, but others will listen politely to their pitches even if they are not interested in the product. Telemarketers know that anyone who agrees to listen to a pitch is more likely to buy the product, thanks to the ________ phenomenon.

Question

Quizplus · Accepted Answer

The foot-in-the-door phenomenon is a social psychology concept where a small request is made first and then followed by a larger request. In this case, the small request is just listening to the telemarketer's pitch, which can potentially lead to a larger request of buying the product. Telemarketers are aware of this and use it to their advantage to increase their chances of making a sale.

Many People Hang Up on Telemarketers, but Others Will Listen