Judy is considering the purchase of a new Kitchen Maid dishwasher. Judy's friend Jasper bought a new Kitchen Maid six months ago, and he finds that the dishwasher gets his dishes, cups, glasses, and eating utensils sparkling clean. Judy reasons that a new Kitchen Maid will do just as well for her. How do the following facts bear on Judy's conclusion? Judy buys the same model dishwasher as Jasper's.

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.