PSYCH 2C03 Lecture Notes - Lecture 16: Negative Number, Social Exchange Theory, White Coat

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Foot in the door technique: a compliance technique in which people are presented first with a small request, to which they are expected to acquiesce. Followed by a larger request which they are hoped to acquiesce (cid:862)d(cid:396)i(cid:448)e safe(cid:863) stud(cid:455): (cid:894)f(cid:396)eed(cid:373)a(cid:374) & f(cid:396)ase(cid:396)(cid:895) Asked to put obstructive sign in front yard = 17% Asked to sign petition and 2 weeks later ask to put same sign = 3x more likely to accept. Lowballing: an unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a very low cost, and then subsequently raises the price; frequently, the customer will still make the purchase at the inflated price. Definition & examples: get your target to commit to some deal (lower cost, change the terms of the deal (higher cost) Called to ask whether they would participate in a study that began at 7am. Used low ball to see if they could reduce energy consumption.

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