Class Notes (905,093)
CA (538,354)
UTSC (32,636)
Psychology (7,991)
PSYA02H3 (1,057)
John Bassili (120)
Lecture

Notes on Lec

2 Pages
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Department
Psychology
Course Code
PSYA02H3
Professor
John Bassili

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Monday :Chapter 15
Social Influence: Changes in our behaviour that are the result of inf luence that is either directly
or indirectly by others
Candid camera; black and white film
The camera films someone going into the elevator with 6 other people
The elevator goes up and the six people tur n around and face t he back
The person who goes in notices and is perplexed
As the door opens on the top f loor the person tur ns around just like the other people
Conartists use a “tale for reinforcement
A low ball technique: saying a low/reasonable price for a product:
Intrigues the buyer(creating a situation to keep the buyer)
In the course of signing the contract they extend the pr ice :
add extra costs
Talks to the manager
Say they mixed up numbers
Lower trade cars’ value
Research shows that people still go through with the purchase
Why? : when the person says yes to the low price
In their minds they have committed t hemselves to buying this car
They stopped the search process / stress: psychological commitment
You start getting committed to t he idea that youre going to buy from this sales person
And when that sale is threatened you feel bad about not finishing t he purchase
Studies show that when the sales person is changed most sales do not go through
When the sales person goes to “talk” to t he manager the customer starts to plan how the car looks
in their driveway etc and they ra ise the pr ice in their minds
The customer is most likely going to say yes if the salesmen raises the pr ice
The seller asks you to name a pr ice they go and talk to the owner and then they counterof fer
closer to the offer pr ice
When you make an offer on the house you start moving the furniture in
If the owner rejects the offer you tend not to want to move ur fur niture out: Psychological
Commitment
Consumer Repor t: Apr il Issue is about cars and car buying
First to notice identify and report the low ball technique
If you are going to buy a car there are a number of sites that will sell you a repor t a pr ice on the
car as the dealer had to pay.
Go to the dealer with pervious knowledge
Rules: Never appear anxious, appear calm and able to walk away at any time
Never negotiate down from the sticker pr ice always negotiate up from the invoice
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Description
Monday :Chapter 15 Social Influence: Changes in our behaviour that are the result of influence that is either directly or indirectly by others Candid camera; black and white film The camera films someone going into the elevator with 6 other people The elevator goes up and the six people turn around and face the back The person who goes in notices and is perplexed As the door opens on the top floor the person turns around just like the other people Conartists use a tale for reinforcement A low ball technique: saying a lowreasonable price for a product: Intrigues the buyer(creating a situation to keep the buyer) In the course of signing the contract they extend the price : add extra costs Talks to the manager Say they mixed up numbers Lower trade cars value Research shows that people still go through with the purchase Why? : when the person says yes to the low price In their minds they have committed themselves to buying this car They stopped the search process stress: psychological commitment You start getting committed to the idea that youre going to buy from this sales person And when that sale is threatene
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