A person approaches you and asks if you can contribute $100 to their organization. When You reJse, they ask if you can donate even a small amount of money. This is an example of O None of the above 0 reciprocity O normative People who offer potential supporters a very attractive deal, but then switch to a less valuable one after compliance is obtained are using the technique. 0 normative O bartering O reciprocity O commitment & consistency O haggling In a pretest of two versions of an ad, it was found that presenting the most favorable claims about the product at the end of the ad resulted in a more favorable evaluation, as opposed to to presenting them at the beginning of the ad. The type of order effect that would account for this evaluation is O Ascendency O Primacy O Proactive Inhibition O Recency O Retroactive Inhibition An advertising agency is creating a promotional campaign for Nikon's new D3003 digital camera. Currently the product is targeted toward those highly involved in photography and art. Account executives are debating on whether pro- or con message claims concerning the new technology should be included in the advertisement. Based on your knowledge about one- and two-sided messages, what suggestions would you make to the advertiser regarding which version to use? O Two-sided approach 0 Informational advertisement 0 One-sided approach 0 Transformational advertisement 0 Comparative Mayer and Greenberg identify two essential attributes of successful salespeople. What are those attributes? 0 knowledge and objectivity. O credibility and knowledge 0 similarity and attractiveness 0 None of the above 0 familiarity and liking