Asked by Bahsha Walker on Jul 27, 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 __________ procedure.
A) primacy
B) lowball
C) foot-in-the-door
D) bait-and-switch
Lowball Procedure
The lowball procedure is a psychological technique used in persuasion and sales where an initially favorable offer is made, only to have terms less favorable to the buyer introduced later.
Expensive Extra Equipment
Items or tools that are not included with the basic package of a product and are often high in price.
- Acquire knowledge on the core ideas of obedience and conformity and their influence on behavior patterns.
Verified Answer
ZK
Zybrea KnightJul 31, 2024
Final Answer :
B
Explanation :
The described scenario is an example of the lowball technique, where an initially attractive offer is made to get a commitment, and then the terms are made less favorable once the commitment is obtained.
Learning Objectives
- Acquire knowledge on the core ideas of obedience and conformity and their influence on behavior patterns.