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Canada (492,283)
Psychology (7,600)
PSYA02H3 (928)
John Bassili (120)
Lecture 19

Lecture 19

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University of Toronto Scarborough
John Bassili

Psychology II Lecture 19 Social Influence -persons behaviour is changed and affected by others -person is greatly influenced by others and follows their behaviour even if it is awkward -ex. people turn away from the elevator door, individual follows this awkward action Low Ball Technique -car salesperson lowers the price to attract consumer -but, final price ends up being higher -when consumer signs the contract, the low price is removed -even though salesperson breaks the commitment, consumers continue to buy the product -this is because once consumer decides this is a good deal, he is relieved and is committed to buy the car Other Selling Technique -salesperson asks consumer to make an offer to make him personally committed to buy the product -consumers think as if they have bought the product and by doing that, he raises the value of the product in his mind -he has a positive image of the product Techniques to Get a Better Deal -do not be anxious -know invoice price and do not negotiate down sticker pric
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