Ch8+Social+Influence

Homeless would you would work for 2 weeks in the

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Unformatted text preview: work for 2 weeks in the homeless soup kitchen?” kitchen?” The Low-Ball Technique After making an active choice for something, people take “mental possession” of it, and it becomes part of their self-concept. It is often easier to continue with the commitment than to change the self-concept. TACTIC Foot-inthe-Door Low-Ball Bait and Bait Switch Switch Labeling FIRST STEP Get an Agreement to a Specific Arrangement Arrangement Get Customer Get to Agree to Buy a New Car for $15,000 $15,000 SECOND STEP TACTIC Foot-inthe-Door Low-Ball Bait and Bait Switch Switch Labeling FIRST STEP SECOND STEP Get an Agreement to a Specific Arrangement Arrangement Change The Change Terms of The Arrangement Arrangement Get Customer Get to Agree to Buy a New Car for $15,000 $15,000 “Oh, you Oh, wanted tires and seats? Then that’ll be $15,999.” be The Bait and Switch Technique The Bait and Switch gets people to accept a deal they would have dismissed if it had been offered first. It works by getting people to make a commitment to a general course of action. TACTIC Foot-inthe-Door Low-Ball Bait and Bait Switch Switch Labeling FIRST STEP Advertise a Low Price on a New Stereo Stereo Spur The Spur Target to Take a Course of Action Action SECOND STEP TACTIC Foot-inthe-Door Low-Ball Bait and Bait Switch Switch Labeling FIRST STEP SECOND STEP Advertise a Low Price on a New Stereo Stereo “That stereo That is junk, but just $99 more buys this beauty!” beauty!” Spur The Spur Target to Take a Course...
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This note was uploaded on 02/03/2014 for the course PSYC 295 taught by Professor Priscilladiaz during the Fall '13 term at Azusa Pacific.

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