Question 1

Real estate agents promoting a new recreational development offer a free breakfast and the opportunity to win a trip to Hawaii for attending a short sales promotion meeting. It would appear they are using the _____ persuasion technique.

Accepted Answer

The use of a free breakfast and the opportunity to win a prize is an example of the rule of reciprocity. This persuades individuals to attend the meeting by offering something of value in exchange for their time and attention. By attending the meeting, individuals feel obligated to reciprocate the "gift" they received by potentially purchasing property in the development. The rule of commitment would involve getting individuals to make a small commitment (e.g. signing up for a newsletter) before asking for a larger one (e.g. purchasing property). Low-ball and high-ball techniques involve making an initial offer that differs significantly from the final offer in order to manipulate the perception of value.

Question 2

Professional persuaders use a number of techniques to influence attitudes and behaviors. Which of the following is NOT one of those techniques?

Accepted Answer

The foot-in-the-mouth technique is not a recognized technique for professional persuaders. The other three techniques (door-in-the-face, foot-in-the-door, and that's-not-all) are commonly used by persuaders to influence attitudes and behaviors.

Quiz 11: Social Psychology

Real estate agents promoting a new recreational development offer a free breakfast and the opportunity to win a trip to Hawaii for attending a short sales promotion meeting. It would appear they are using the _____ persuasion technique.

Professional persuaders use a number of techniques to influence attitudes and behaviors. Which of the following is NOT one of those techniques?