Colby knows he has some studying to do, but as soon as he sits down to work, he decides to catch up on his e-mail rather than work. Two hours later, when a friend asks if he wants to go out for a drink, he agrees, since he has already blown much of the afternoon. Colby's study plans have been derailed by

The technique of getting a commitment from a potential customer and then changing the terms of the agreement is best described as low-balling. cognitive dissonance. reciprocal concession. the foot-in-the-door technique. a half-dozen high school students are going to a concert. chantal wants to wear a new colorful outfit that she just received as a gift, but she assumes that her five friends will all be wearing nothing but black leather. chantal decides to do likewise, and leaves her colorful outfit in the closet. chantal’s behavior is an example of conformity. resistance. reciprocation wariness. idiosyncrasy credits.