Social Psycholog9

Social Psycholog9 - The lowball technique involves making...

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Social Psychology Social Influence People influence each other constantly, in a variety of different ways. Social Influence Strategies One social influence strategy is the foot-in-the-door technique (see the “Attitudes” section for a complete explanation). Three other strategies include manipulating the reciprocity norm, the lowball technique, and feigned scarcity. Manipulation of the Reciprocity Norm The reciprocity norm is an implicit rule in many societies that tells people they should return favors or gifts given to them. A person or group can manipulate this norm to make it more likely that people will buy a product or make a donation. Example: If a wildlife preservation organization sends Harry a pad of notepaper personalized with his name, he may feel obligated to send them the donation they want. The Lowball Technique
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Unformatted text preview: The lowball technique involves making an attractive proposition and revealing its downsides only after a person has agreed to it. Example: A car salesperson tells Sheila that a car she is interested in buying costs $5,000. After she has committed to buying the car, the salesperson points out that adding a stereo, an air conditioner, and floor mats will cost an extra $3,000. Feigned Scarcity Researchers have found that when something is hard to get, people want it more. This observation is often manipulated by groups and people who want to sell something. They imply that a product is in scarce supply, even when it is not, in order to increase demand for it. Example: A grocery store advertises a brand of yogurt for a reduced price, noting in the ad that there is a limited supply....
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