A Salesperson at a Music Store Always Begins by Showing

Multiple Choice

A salesperson at a music store always begins by showing customers the higher-priced instruments.It's only when they refuse these or ask for cheaper models that he shows them other models.Because the customers turned down the first offer,they will view the salesman's second offer as a concession and may feel inclined to buy the instrument.In this case,the salesman is using the:

A) cognitive dissonance approach.
B) inoculation theory.
C) rejection-then-retreat approach.
D) social judgment theory.