One of the factors associated with compliance is scarcity. This is because we are more ________.
A) likely to comply with requests that come from those who hold a position of authority over us
B) likely to comply with requests from those whom we see as similar to ourselves in some way
C) willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to
D) willing to comply with requests that call attention to scarcity than to those that do not
E) willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike
Question 2
When an auto dealer offers you an extra option as a closer for a deal, the dealer is using ________.
A) ingratiation
B) the foot-in-the-door technique
C) the door-in-the-face technique
D) the that's-not-all technique
E) the lowball procedure
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