A researcher contacts you and asks if you would be willing to complete a brief survey for him as part of a study. After you agree to participate, the researcher then informs you that you will need to come into the lab at 10:30 p.m. on Friday night to complete the survey. This example best illustrates the persuasion technique called
A)the foot-in-the-door
B)the door-in-the-face
C)lowballing
D)the norm of reciprocity

Question

Quizplus · Accepted Answer

Lowballing involves initially presenting an attractive offer to get someone to agree to an action and then making the terms less favorable once they have agreed. In this scenario, the researcher first gets agreement to participate in a survey (an attractive offer) and then reveals the less favorable condition of coming to the lab late at night.

A Researcher Contacts You and Asks If You Would Be