A Research Project by Pallak and His Associates Demonstrated the Effectiveness

Multiple Choice

A research project by Pallak and his associates demonstrated the effectiveness of the low- ball compliance technique often used by car dealers. In the Pallak work, Iowa homeowners were promised newspaper publicity if they conserved energy, which led to energy savings initially. A month later they were told that they would not get the publicity after all. What happened?

A) Canceling the publicity had no effect, they continued to save energy at the same rate as they did after first being told about the publicity.
B) Canceling the publicity caused them to revert to their old energy consumption levels.
C) Canceling the publicity resulted in even greater energy savings.
D) Only a and b.
E) Only a and c.