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 psychological technique is behind the offer of the soda and the test drive?

Question

Quizplus · Accepted Answer

The offer of the soda and test drive is an example of the foot-in-the-door technique, which involves making a small request (offering a beverage) in order to increase the likelihood of compliance with a larger request (taking a test drive and potentially buying a car).

You Are in the Market for a New Car