A sales representative comes to your home and asks you to try a water filter system for a week,absolutely free,and so you agree.The rep returns the next week and offers you an expensive contract to continue to rent the system and you agree.You are most clearly a victim of
A)self-monitoring.
B)the overjustification effect.
C)the foot-in-the-door phenomenon.
D)impression management.

Question

Quizplus · Accepted Answer

The situation described matches the foot-in-the-door phenomenon, where the sales representative first makes a small request (trying the system for free) and then follows up with a larger request (renting the expensive system). This technique works because people tend to feel a desire to be consistent with their previous actions and beliefs.

A Sales Representative Comes to Your Home and Asks You