PSYA02H3 Lecture 19: Lecture 19
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PSYA02H3 Full Course Notes
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Person"s 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. Car salesperson lowers the price to attract consumer. 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. 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. Know invoice price and do not negotiate down sticker price. A group of participants are asked to answer question.
