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Test Acceptance technique: the [door in the face]
Agenda
QUESTION 1: What is the main objective of the "door in the face" technique?
Get them to accept a bigger request first
Getting a moderate request accepted after rejecting a larger one
Make them accept any request without thinking
Reinforce the rejection of social requests
2nd QUESTION: What characterizes the first request in this technique?
It should be small but convincing
It must be presented indirectly
It must be large and easily rejected
It must be done by a different person
QUESTION 3: What effect does the principle of perceptual contrast produce?
Makes the first one seem more logical
Makes the second one seem more reasonable
It creates confusion between the options
Allows you to reject both requests without fault
QUESTION 4: What does the reciprocity rule imply?
Generate fear of future requests
Feeling obliged to accept out of courtesy
Accept the first one without question
Accept the second as a way of giving in
QUESTION 5: What was the second request in the student study example?
Donate a large sum of money
Sign a letter of recommendation
Accompanying juvenile delinquents to the zoo
Help with homework for a month
QUESTION 6: Which group was most accepting of the zoo's request?
The control group without prior large request
Those who were directly pressured
The group that received only the small request
The group that received the big request first
QUESTION 7: What condition is required for the technique to work?
Let the minor request be very different
Let both requests be made with plenty of time between them
Let someone else do the second one
Let both be done by the same person with little time between requests
QUESTION 8: Where is this influence technique commonly applied?
In medical consultations
In negotiations and sales
In school environments only
Only in group therapy
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