Author Question: The lowball procedure is based on the ________ principle of compliance A) authority B) ... (Read 112 times)

kwoodring · **on:** Jun 22, 2018

The lowball procedure is based on the ________ principle of compliance

A) authority
B) friendship/liking
C) social validation
D) reciprocity
E) commitment/consistency

Question 2

Jack has agreed to purchase a new car for 18,000. However, just before he gets ready to sign the contract, the salesman tells Jack that the sales manager will not approve the amount allowed for his trade-in, and that the contract will have to be higher,

probably around 19,000. Jack has just been the victim of ________.
A) the lowball technique
B) the door-in-the-face technique
C) the that's-not-all technique
D) playing hard to get
E) the foot-in-the-door technique