Asked by Roselle Lagmay on May 08, 2024
Verified
A dealer persuades a customer to buy a new car by reducing the price to well below that of his competitors. Once the customer has agreed to buy the car, the terms of the sale are shifted by lowering the value of the trade-in and requiring the purchase of expensive extra equipment. Now the car costs well above the current market rate. This is an example of the __________ technique.
A) low-ball
B) foot-in-the-door
C) primacy
D) bait-and-switch
Low-Ball Technique
A persuasion strategy in which an initial, lower price is offered to secure agreement, then raised before the deal is closed.
Bait-And-Switch
A deceptive marketing strategy in which a customer is lured by the advertisement of a low-priced item but then is encouraged to buy a more expensive one.
- Discriminate between the assorted tactics for eliciting compliance, such as foot-in-the-door, door-in-the-face, and low-ball.
Verified Answer
FS
Faith SmithMay 08, 2024
Final Answer :
A
Explanation :
The low-ball technique involves initially offering a product or service at a lower price than competitors to lure the customer in, and then increasing the price by adding extra costs or lowering trade-in values, as described in the scenario.
Learning Objectives
- Discriminate between the assorted tactics for eliciting compliance, such as foot-in-the-door, door-in-the-face, and low-ball.