Compliance-Common Lit article

1. PART A: What does the word “reciprocity” mean as it is used in paragraph 9?

• A. A strong feeling of guilt or responsibility

• B. The practice of “paying it forward”

• C. The consistency or similarity of requests or situations

• D. The practice of exchanging things with others

2. PART B: Which detail from the text best supports the answer to Part A?

• A. “…as long as the request in consistent with or similar in nature to the original small request…”

  (Paragraph 6)

• B. “…because they feel they shouldn’t always say no.” (Paragraph 8)

• C. “When this is refused, you make a more realistic request…” (Paragraph 8)

• D. “…make the person feel they owe the other person…” (Paragraph 9)

3. The success of the low-ball technique is attributed to which psychological principle?

• A. Commitment because once an individual commits to one request, they are likely to commit to almost anything

• B. Commitment because once an individual commits to one request, they are more likely to commit to a similar request even if the details are altered

• C. Reciprocity because once an individual does someone a favor, they know they owe the other person a favor back

• D. Reciprocity because once a person is close to accepting a fair deal, it's only fair that they should agree to a similar deal, even if some of the details are changed

4. Which of the following examples best illustrates the foot-in-the-door technique?

• A. A newspaper salesman tries to sell a deluxe package before trying to sell a more basic, less expensive subscription.

• B. A newspaper salesman gets the customer to buy a single newspaper, before convincing the customer to buy an entire subscription the following week.

• C. A newspaper salesman asks a homeowner for a glass of water before asking them to subscribe.

• D. A newspaper salesman convinces the customer to agree to a subscription by telling him that all of his neighbors have already subscribed.