A sales representative comes to your home and asks you to try a water filter system for a week, absolutely free, so you agree. He returns the next week and tells you that it will cost a substantial amount of money to permanently install the system.
He is using
a. cognitive dissonance
b. the low-ball technique
c. the foot-in-the-door phenomenon
d. impression management
Question 2
Both the foot-in-the-door and the door-in-the-face techniques work best when the request
a. is initially large
b. is made by a friend or acquaintance
c. involves prosocial behavior
d. all of the above
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