Warren works at a car dealership.He likes to quote customers the inflated retail price of the car before lowering it to the sale price.He finds that this strategy leads to more sales.On average,about 1 in 10 customers buy a car from Warren,although Warren has no real way of predicting which customers will decide to purchase a car.Warren is using the _____ sales technique,and his behavior is reinforced according to a _____-ratio schedule.

Question

Quizplus · Accepted Answer

Warren is using the "door-in-the-face" technique by initially quoting a high price and then offering a lower price, making the deal seem better. His behavior is reinforced on a "variable-ratio" schedule because he cannot predict after how many attempts (it varies) he will make a sale.

Warren Works at a Car Dealership