A Large Newspaper Did a Story on a Recent Sales

Multiple Choice

A large newspaper did a story on a recent sales tactic: Dozens of fast-talking salespersons call thousands of people every day.In the opening call, a salesperson claims to represent an impressive-sounding company.A second follow­ up call involves a sales pitch on the profits to be made and the salesperson tells the customer it is no longer possible to invest.A third call gives the customer a chance to invest.Which social influence principle is applied here?

A) Automaticity
B) Authority
C) Reciprocity
D) Liking
E) Scarcity