PSYA02H3 Lecture : Chapter 15 part 1
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PSYA02H3 Full Course Notes
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Social influence refers to changes in our behaviour as a result of direct or indirect intervention by others, sales people are an example of people who create social influence. Low-ball technique: the salesperson quotes an unusually low price, you agree to buy it at that price. The salesperson them comes up with a reason to change the price, thus removing the reason you decided to buy: option not included, manager says we would be losing money, calculation error, trade in re-appraised lower. Evidence shows that you tend to (they do it because psychologically they committed themselves to buying the car, their searching is over and they are relieved) The person who speaks first after offer loses. Go in knowing the price the dealer paid and then make offers: cars like acura, toyota, lexus, honda are more reliable than cars like ford, audi, Conformity: the person in the elevator conformed because of pressure www. notesolution. com.
