Asked by Janell Gomez on Sep 23, 2024
Verified
A salesperson at a music store always begins by showing customers the higher-priced instruments.It's only when they refuse these or ask for cheaper models that he shows them other models.Because the customers turned down the first offer,they will view the salesman's second offer as a concession and may feel inclined to buy the instrument.In this case,the salesman is using the:
A) cognitive dissonance approach.
B) inoculation theory.
C) rejection-then-retreat approach.
D) social judgment theory.
Cognitive Dissonance
A psychological phenomenon where there is discomfort or mental conflict due to holding contradictory beliefs or attitudes, leading to an internal push for resolution.
Social Judgment Theory
A theory that explains how individuals perceive and evaluate a communication message against their existing attitudes, influencing persuasion and attitude change.
Rejection-Then-Retreat Approach
A persuasive technique where an initial, larger request is made knowing it will be rejected, followed by a smaller, more reasonable request.
- Detail different strategies and how they are applied to enhance persuasive actions, including the tactic of initial refusal followed by retreat and the use of communal confirmation.
Verified Answer
GO
Gloria Ochoa4 days ago
Final Answer :
C
Explanation :
The salesman is using the rejection-then-retreat approach, also known as the door-in-the-face technique. He presents a high-priced offer that he knows the customer will likely reject, then follows up with a more reasonable offer that the customer may see as a compromise. This can increase the likelihood of the customer making a purchase.
Learning Objectives
- Detail different strategies and how they are applied to enhance persuasive actions, including the tactic of initial refusal followed by retreat and the use of communal confirmation.