The lowball technique the conformity technique the doorintheface technique allows an individual to gain compliance by first securing compliance with a small request, then escalating to a larger one. Apr 07, 20 psychology definition of low ball technique. The low ball technique is a very effective persuasion and sales technique made use of in psychology and marketing. However, the effect of this technique on more problematic and costly requests remained in question. In psychology, compliance refers to changing ones behavior due to the request or direction of another person. Jun 03, 2009 so basically, to sum up, lowball technique is all about giving them what people want as a reward name listing in newspaper to convince people to make a decision save energy. You agree, and the dealer goes to his manager for approval. Article pdf available in journal of personality and social psychology 365.
Reciprocity is a way of creating confidence among people in that what is given to another is not lost but rather a sign of a future obligation that enables development of various kinds of relationships and exchanges. They asked an initial group of firstyear psychology students to volunteer to be part of a study on cognition. Cialdini, cacioppo, bassett, and miller 1978 demonstrated the technique of low balling in a university setting. Low ball technique compliance technique based on obtaining a persons initial agreement to purchase an item at a lower price before revealing hidden costs that raise the ultimate price doorintheface technique. Footinthedoor fitd technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first this technique works by creating a connection between the person asking for a request and the person that is being asked. Three experiments with 195 undergraduates examined the mediating process involved in the lowball procedure for increasing compliance. Lowball is used in a single transaction, for example in the direct conversation between a customer and a sales person. If a smaller request is granted, then the person who is agreeing feels like they are obligated to keep. Results showed that the low ball technique remained effective with both men and women. If the seller can carefully balance the objectives of a, make the initial request attractive enough to get a yes from the client and b not making the second inflated price so over the top that the customer feels. The lure technique consists of leading a person to make a decision so that he thinks he is obtaining an advantage, then, once the. In two experimental field studies, a request was made to participants and, after agreeing, they were informed that the request referred to deviant behaviors. Examined the lowball technique, a tactic often used by automobile sales dealers to produce compliance from customers, in a set of 3 experiments. The psychology behind the low ball quote is that of cognitive dissonance.
In exp i, ss who agreed to but were not allowed to perform an initial request complied with a more costly version of the same request to a greater extent than did controls only when the 2nd request came from the same person as did the 1st request and not when. Journal of personality and social psychology, 40, 492500. In baitandswitch, the bait such as in an advert is often separate from the direct sales activity during which the switch is made, for example by saying the advertised product is not available but a higherpriced, similar. The lowballing technique is a persuasion tactic in which an item is initially offered.
The lowball is a persuasion and selling technique in which an item or service is offered at a lower price than is actually intended to be charged, after which the price is raised to increase profits an explanation for the effect is provided by cognitive dissonance theory. The study implemented the low ball strategy by obtaining a decision from subjects to execute a target behavior and then raising the cost of performing that behavior. Low ball technique vs foot in the door student doctor. The lowball technique plays on the psychology of the human mind to manipulate a situation and draw benefit thus. If a person is already enjoying the prospect of an excellent deal and the future benefits of the item. Lowballing definition lowballing is a strategy to increase compliance. One example is offering a quotation with a very low x price.
The lowball technique is a compliance strategy which is used to persuade a person to agree to a request. The low ball technique may appear to be a low tactic, but when done artfully it has been known to work in some markets. The key to a successful low ball is to make the initial offer attractive enough to get a person to agree to it, but. Results showed that the lowball technique remained effective with both men and women. Lowball definition is to give a customer a deceptively low price or cost estimate. The psychology behind the low ball quote is that of cognitive. A person using the technique will present an attractive offer at first. After the decision has been made, take back what we originally offered tell them we cant publish their names in newspaper. Improve your understanding of the human mind and discover the drives influencing peoples behavior. The lowball is a persuasion, negotiation, and selling technique. The lowball technique is a very effective persuasion and sales technique made use of in psychology and marketing.
Examined the low ball technique, a tactic often used by automobile sales dealers to produce compliance from customers, in a set of 3 experiments. The lowballing technique is a persuasion tactic in which an item is initially offered at a lower price than one expects in order to get the buyer to commit. Lowball technique compliance to a costly request is achieved by first getting compliance to an attractive, less costly request, but then reneging on it make a deal then change it. Cite the term, lowball technique psychology glossary. The goal of the baitandswitch is to convince some buyers to.
The lowball technique is used in many real life settings, such as by salespeople in car dealerships glendinning, 2000 and for events like. Low ball technique is a sale and persuasion technique where a service or item is offered to a potential buyer at a price lower than it is actually intended to be sold and afterwards the price is increased to maximize profit. Then, as you progress with the account, you introduce extra costs, for example a one time sign up fee th. However, since they had already accepted, they will tend to accept the second set of conditions.
Lowball technique is explained by cognitive dissonance theory. Initially you get the individual to agree to your request and then afterwards you increase the original terms. After the decision has been made, take back what we originally offered tell them we cant publish their names in newspaper their newlymade decision is now backed up by their. It refers to a tactic for getting people to agree to something. The lowball technique is being employed by numerous companies and even individuals that are trying to lure customers into purchasing their products or are trying to get personal benefits. The offer will be attractive enough for the other party to it. A person using the technique will present an attractive. The low ball technique agreeing to purchase something at a given price increases the likelihood of agreeing to purchase it at a higher price. Psychology definition for low ball technique in normal everyday language, edited by psychologists, professors and leading students. Then, before finalising the agreement, the person will then change the offer. Aug 14, 2011 the lowball technique is being employed by numerous companies and even individuals that are trying to lure customers into purchasing their products or are trying to get personal benefits.
First propose an attractive price on an ideaitem which you are confident that the other personbuyer will accept. The lowball technique is a technique used in sales and other styles of persuasion to offer products or services at a bargain price in order to first attract a buyer. Compliance with the target request is more significant after the original request. How does this technique work and what are the examples of the same, that is what we will tackle in this psychologenie post. Cialdinis persuasion principles exploring your mind. The low ball technique is a compliance strategy which is used to persuade a person to agree to a request.
The low ball technique the conformity technique the doorintheface technique allows an individual to gain compliance by first securing compliance with a small request, then escalating to a larger one. The lowball technique, a tactic often used by automobile sales dealers to produce compliance from customers, was examined in a set of three experi. The reasons why people agree to the change in the sales pitch and agree to a deal that has finally turned out to be far less profitable than was originally promised are many. Agreeing to purchase something at a given price increases the likelihood of agreeing. Many customers are inclined to accept the higher price because they have already decided to make the purchase. Three experiments with 195 undergraduates examined the mediating process involved in the low ball procedure for increasing compliance. In retail sales, a bait and switch or low ball technique is a form persuasion strategy in which the party putting forth the proposition lures in customers by advertising a product or service at an unprofitably low price, then reveals to potential customers that the advertised good is not available but that a substitute is. Answer highball technique lowball technique footinthedoor effect doorintheface effect add question here question 189 multiple choice 0 points modify remove question a car salesman asks you if you will buy the car if she or he can sell it for the low price you stated. Im calling for the psychology department to schedule psychology 100 students for an. No wonder so many lowball offers end up getting spurned, ignored or, it happened too, provoking violent reactions. The results demonstrated the superiority of the low. Lowballing is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. So basically, to sum up, lowball technique is all about giving them what people want as a reward name listing in newspaper to convince people to make a decision save energy. If a person already wants to buy the product and shows interest in it, and is already anticipating the future benefits, he would not be motivated to back out of the dealeven if he wasnt thrilled about the price.
The lowball technique can be a fantastic way to get a bargain but its a highrisk crapshoot because it annoys the sellers. Oct 15, 2018 in the low ball technique, once theres a deal on the bases and conditions, we remove those bases and introduce some that are less than desirable. The target request is, at times, made more appealing by offering some extra advantage. The low ball technique is a technique used in sales and other styles of persuasion to offer products or services at a bargain price in order to first attract a buyer, but then adds on additional expenses to make the purchase less of a bargain than originally thought. The low ball technique is used to gain compliance as a person is led to accept performing a target behaviour without knowing the real cost of the request joule, 1987. In lowballing, the person making a request gets another person i. The lowballing technique was first demonstrated by robert. The low balling technique is a persuasion tactic in which an item is initially offered at a lower price than one expects in order to get the buyer to commit. Lowball technique refers to a strategy to gain compliance by making a very attractive initial offer to get a person to agree to an action and then making the terms less favourable it refers to a tactic for getting people to agree to something. It is going along with the group or changing behavior to fit in with the group, while still disagreeing with the group. In all 3 studies, a requester who induced ss to make an initial decision to perform a target behavior and who then made performance of the behavior more costly obtained greater final compliance than a requester who informed ss of. Low ball is used in a single transaction, for example in the direct conversation between a customer and a sales person. The most wellknown theory explaining the reasoning behind this is the selfperception theory. The but you are free of technique, current research in social psychology, 5, 264270.
Psychology definition for lowball technique in normal everyday language, edited by psychologists, professors and leading students. What is an example of the lowball technique in sales. Low ball technique refers to a strategy to gain compliance by making a very attractive initial offer to get a person to agree to an action and then making the terms less favourable. Lowball technique compliance technique based on obtaining a persons initial agreement to purchase an item at a lower price before revealing hidden costs that raise the ultimate price doorintheface technique. Agreeing to purchase something at a given price increases the likelihood of agreeing to purchase it at a higher price. To catch a potential customers attention, these companies have eyecatching discounts that they offer. Sellers looking to maximize profit but expecting wouldbe buyers to haggle may conversely make. In exp i, ss who agreed to but were not allowed to perform an initial request complied with a more costly version of the same request to a greater extent than did controls only when the 2nd request came from the same person as did the 1st. Unlike obedience, in which the other individual is in a position of authority, compliance does not rely upon. The concept is, that because the subjects already agreed to a project, that they would not refuse once the details were changed. The present experiment was aimed at comparing the efficiency of the foot.
The low ball technique is a selling tactic in which the seller offers an item to a. A successful low ball relies on the balance of making the initial request attractive enough to gain agreement, whilst not making the second request so outrageous that the customer refuses. The low ball procedure was contrasted with a control procedure in which. A sales tactic that involves initially quoting a low price and then claiming the quote was a mistake and the real price is higher.
The lowball technique is used to gain compliance as a person is led to accept performing a target behaviour without knowing the real cost of the request joule, 1987. After making that commitment, the requester reveals hidden costs associated with the requested course of action. Lowballing psychology for effective negotiation case study. This is one of the most efficient persuasion techniques out there. Answer highball technique lowball technique foot in the. The reciprocity principle is that we should treat people the way that they treat us. Jun 12, 2017 the lowball technique can be a fantastic way to get a bargain but its a highrisk crapshoot because it annoys the sellers. People who agree to an initial request will often still comply when the requester ups the ante. This article will walk you through the steps of a psychologybacked, fieldproven lowball technique which works almost every time. Low ball technique compliance to a costly request is achieved by first getting compliance to an attractive, less costly request, but then reneging on it make a deal then change it. Subjects were requested to abstain from smoking for 18 hours. Access an expansive range of topic areas with a psychologist world membership, including. When used by buyer, the lowball is an offer for goods or services far lower than the price the buyer is willing to pay, made in the hope that the seller will at least counteroffer a price lower than the original asking price. Susan goes to her local car dealership to buy a car.
Low balling is a persuasion technique that is used when something that is very feasible is requested, but the request is later changed to a larger request that is harder to agree with. Lowball technique the lowball technique is a technique used in sales and other styles of persuasion to offer products or services at a bargain price in order to first attract a buyer, but then adds on additional expenses to make the purchase less of a bargain than originally thought. The lowball technique is a technique used in sales and other styles of persuasion to offer products or services at a bargain price in order to first attract a buyer, but then adds on additional expenses to make the purchase less of a bargain than originally thought. The great book never split the difference is also based on the principle of not making enemies.
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