Question

Kat wants a new laptop. She asks her parents to buy a $2,500 laptop. When they refuse, she suggests that they buy her a used laptop for $500, which they do. By starting out with a higher-priced item, knowingher parents will think the lower priced item is a more reasonable request, Kat is using the ________ strategy to get her parents to buy hera laptop.
a.informational influence
b.door-in-the-face
c.foot-in-the-door
d.lowballing

Answer 1

Answer:

The answer is b. door-in-the-face.

Explanation:

This persuasion technique consists in asking for a larger favor followed by a smaller one. The person asked would then feel obliged to comply, as he had previously rejected the larger request. This behaviour can be explained by the person's attempt to reduce guilt, as well as conform with his social responsibility.