Asked by Cade Michael Anderson on May 04, 2024
Verified
Salespeople who employ the low-ball technique are taking advantage of the implications of ______.
A) postdecisional dissonance
B) insufficient justification
C) effort justification
D) bad taste
Low-ball Technique
A persuasion strategy where an initially favorable offer is made to get an agreement, and then terms are made less favorable to the agreement party.
Postdecisional Dissonance
The discomfort experienced after making a difficult choice, often involving feelings of regret or uncertainty.
- Understand effort justification and other dissonance-reducing strategies.
Verified Answer
RB
rebecca borgmannMay 10, 2024
Final Answer :
A
Explanation :
The low-ball technique works by getting the customer to commit to a purchase at a lower price point, and then later revealing additional hidden costs or fees. This creates postdecisional dissonance, as the customer may feel they have already invested time and effort into the purchase and are now reluctant to back out due to the desire to avoid cognitive dissonance. This makes them more likely to accept the higher overall cost, even though they may not have agreed to it upfront.
Learning Objectives
- Understand effort justification and other dissonance-reducing strategies.
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