The low-balling technique is commonly used among salesmen and advertisers. Low-balling works by ensuring a person's buy-in at a lower cost. Once a person agrees to make a purchase or carry out an activity, they are inclined to accept the higher cost because they have already made a commitment.
Why is the low-ball technique effective?
The low-ball technique is effective because after making an active choice for something people see what they've chosen more positively and are reluctant to relinquish it In Solomon Asch's series of experiments, participants judged the length of a line incorrectly when everyone else in the room gave the wrong answer.
How is the low ball technique used in sales scenarios?
How the low-ball technique is used in sales scenarios to persuade customers to purchase products, and in other situations as a compliance-gaining strategy. The low-ball technique is a compliance strategy which is used to persuade a person to agree to a request. A person using the technique will present an attractive offer at first.
What is low-balling?
Yolanda has taught college Psychology and Ethics, and has a doctorate of philosophy in counselor education and supervision. The low-balling technique persuades consumers to pay much more for some good or service than they originally intended.
What is the low-ball method of compliance?
As with other sequential-request compliance methods, the low-ball technique relies upon the sense of commitment that the smaller request creates. Even though the terms of the request change, the subject still feels obliged to be consistent in their behavior.
What is the low-ball technique in marketing?
The low ball technique is a persuasive tactic that is frequently used, directly or indirectly, in selling a variety of products. Traditionally, the salesperson offers an item at a below market or average market price to the buyer. The buyer may agree to make a purchase or come close to committing to a sale.
How is foot-in-the-door technique and low-ball technique similar?
Like the foot-in-the-door and door-in-the-face techniques, low-balling is a sequential-request method. Users of sequential requests make two or more similar requests. However, they change the terms of each request, expecting their subject to agree to the final question.
Why is the that's not all technique effective?
The that's-not-all (TNA) compliance-gaining technique offers a product at an initial price and then improves the deal by either lowering the price or adding an extra product before the target responds to the final and adjusted offer.
What is lowballing in psychology?
Lowballing is a strategy to increase compliance. In lowballing, the person making a request gets another person (i.e., the target of compliance) to make a commitment to a particular course of action. After making that commitment, the requester reveals hidden costs associated with the requested course of action.
Why does foot-in-the-door technique work?
The foot-in-the-door technique works on the principle of consistency. People prefer not to contradict themselves in both actions and beliefs. This means that as long as the request in consistent with or similar in nature to the original small request, the technique will work (Petrova et al., 2007).
Does foot-in-the-door work?
Numerous experiments have shown that foot-in-the-door tactics work well in persuading people to comply, especially if the request is a pro-social request. Research has shown that FITD techniques work over the computer via email, in addition to face-to-face requests.
How do you get reciprocity?
The reciprocity principle seems straightforward: Give something, get something in return....Recap: Remember to give first; then you shall get in return.Incite the feeling of indebtedness by offering first;Provide something exclusive and unique to the recipient so they feel special;Make sure they know it's from you.
What is the not so free technique?
Now let's look next at the "not-so-free-sample." This occurs when a salesperson, for example, at a cosmetics counter, gives you a little bottle of cologne or a complementary makeup application. Perhaps at the grocery store you are offered a little piece of cheese or fruit. No obligation to buy!
What is pique technique?
Put simply, the pique technique refers to making an unusual request in a solicitation. The technique is said to be effective because the unusual request gets the prospect's attention (piques their interest) making it more likely that they consider and fulfill the request (a purchase, donation, invitation, etc.)
Is lowballing illegal?
A: Legally, an asking price is an invitation for purchase offers. It is not an offer to sell at the asking price. However, the unethical business practice of a home seller setting a lowball asking price, which the seller has no intention of accepting, is dishonest.
Why is it called Low Ball?
A lowball offer is a slang term for an offer that is significantly below the seller's asking price, or a quote that is deliberately lower than the price the seller intends to charge. To lowball also means to deliberately give a false estimate for something.
What is the bogus pipeline technique?
The bogus pipeline technique, pioneered in the early 1970s, was based on the idea that people might give truer responses if they feared getting caught in the act of lying. The term itself refers to a purported “pipeline to the soul” that happens to be faked.
What is the low ball technique?
The low-ball technique plays on the psychology of the human mind to manipulate a situation and draw benefit thus. 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.
When was the low ball technique first used?
EXPERIMENT CONDUCTED. Cialdini, Cacioppo, Bassett, and Miller conducted an experiment in 1978 to demonstrate the effectiveness of the low-ball technique. A group of students were randomly divided into two separate groups. The first group was asked to come to the university at 7 am to be a part of a psychology experiment.
How does low balling work?
Low-balling works by insuring a person's buy-in at a lower cost. Once a person agrees to make a purchase or carry out an activity, they are inclined to accept the higher cost because they have already made a commitment.
What is the low balling technique?
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; then, the price is suddenly increased. The low-balling technique is commonly used among salesmen and advertisers.
What is low balling?
The low-balling technique is commonly used among salesmen and advertisers. It was first demonstrated by Robert Cialdini and colleagues in the 1970s. Low-balling works by ensuring a person's buy-in at a lower cost.
When was the low balling technique first used?
Research Study. The low-balling technique was first demonstrated by Robert Cialdini and colleagues in the 1970s. In this study, one group of people was told up front that the experiment would start at 7 AM. Another group was not told the starting time until after they had already agreed to participate in the experiment.
The Foot in the Door Technique
The foot in the door technique is a compliance tactic that assumes agreeing to a small request increases the likelihood of agreeing to a second, larger request.
The Door in the Face Technique
The door-in-the-face technique is a compliance method whereby the persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down.
The Low-Ball Technique
The low-balling technique is a compliance method in which the persuader gets a person to commit to a low-ball offer they have no intention of keeping; then the price is suddenly increased. Since a person has already committed, it is hard to say no to the new higher price demand.
Examples
In flea markets, for example, where prices are often negotiable, a man might ask an antique seller the price of a clock.
Evidence
The door-in-the-face technique was tested in a 1975 study conducted by Robert Cialdini. A professor at Arizona State University, Caldini has led decades of research into persuasion. He is best known for his 1984 book, Influence: The Psychology of Persuasion.
Explanations
A number of explanations have been suggested for the efficacy of the door-in-the-face technique.
Contributing Factors
Factors relating to the structuring of a door-in-the-face request can affect compliance rates. These factors include the length of delay between the first and the second questions.
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EXPERIMENT CONDUCTED
In 1975, an experiment was conducted by Cialdini and his colleagues to study this phenomenon. People were divided into 3 groups. The first group was asked to volunteer as counselors for a group of juvenile delinquents for 2 hours per week, for a period of 2 years.
FACTORS RESPONSIBLE FOR SUCCESS
This phenomenon works best in social settings―if it has something to do with helping people or learn something.
EXAMPLES OF DOOR-IN-THE-FACE EFFECT
The following are some examples of the door-in-the-face phenomenon that are given in the form of dialogs for you to better understand this theory.