Warren Works at a Car Dealership

Multiple Choice

Warren works at a car dealership.He likes to quote customers the inflated retail price of the car before lowering it to the sale price.He finds that this strategy leads to more sales.On average,about 1 in 10 customers buy a car from Warren,although Warren has no real way of predicting which customers will decide to purchase a car.Warren is using the _____ sales technique,and his behaviour is reinforced according to a _____-ratio schedule.

A) foot-in-the-door;fixed
B) foot-in-the-door;variable
C) door-in-the-face;fixed
D) door-in-the-face;variable