Question

Charlotte needs to raise money for a charity benefit she is attending. At lunch, she asks her friend, Samantha, to attend the benefit to keep her company and Samantha gladly accepts. By the end of lunch, Charlotte has told Samantha all about the purpose of the benefit and asks if she'd be willing to make a $100 donation to support the cause. What technique did Charlotte use?
A. Ingratiation
B. Door-in-the-Face
C. Need satisfaction
D. Foot-in-the-door
E. Adaptive Selling

Answer 1

Answer: Foot in the door

Explanation:

A. In  Ingratiation one tries to influence the respondent by using flattery or compliments etc.

B. In  Door-in-the-Face technique the influencer first make a big request followed by a small one that the respondent will most likely accept.

C. In need satisfaction the influencer first try to understand the needs of the respondent and then make his move as per the observations made.

D. In foot in the door first a small request is made which the respondent will most likely accept and then the crucial request is presented before the respondent.

E. In Adaptive Selling the technique of changing behavior is used as per the changing requirements.

Hence, from the above we can conclude that Charlotte used foot in the door.