If One Refuses A Salesman S First Large Request Two Responses Are Possible

If one refuses a salesman’s first, large request, two responses are possible: 1) refusal to comply with a second, smaller request (Self-Perception prediction), OR 2) agreement to comply with a second, smaller request (“Norm of Reciprocity” or Equity Theory prediction). To the extent a salesperson increases relative salience (i.e., information availability) of one’s initial REFUSAL, ________ is more likely to occur; to the extent one increases the relative salience of the request MODIFICATION (i.e., REDUCTION), _________ is more likely to occur.

a.1); 2)

b.2); 1)

c.neither of the above (i.e., A salesperson can’t affect which reaction occurs.)

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