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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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- Winter '09
- Social Psychology