Seeking compliance through ingratiation is based on the underlying principle of ________.
A) reciprocity
B) social validation
C) friendship/liking
D) commitment/consistency
E) authority
Question 2
One frequently used impression management technique is ingratiation. This involves ________.
A) first inducing the target person to like you, then attempting to change the person's behavior in a desired direction.
B) first beginning with a small request, then escalating to a larger request after the first one has been granted
C) offering additional benefits to a target person before they have decided whether or not to comply with a request
D) first beginning with a very large request, then making a much smaller but desired request after the first request has been refused
E) offering a very attractive deal, then changing the terms of the agreement after the attractive deal was accepted
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