I learned this in my Social Psychology class last semester, and it was my favorite unit that we studied because it occurs all the time in business and sales. What I learned has definitely impacted me ever since. It is amazing to realize how often we are influenced by these techniques and tricks. I learned there are 3 main types of persuasion techniques that really do work if you aren't paying attention or realize its happening. They are Low Balling, Foot in the Door, and Door in the Face.
This cartoon is an example of two of the persuasion techniques, Door in the Face and Low Balling. When the salesman gives the opening price of $4500, he gets turned down immediately. This offer resulted in the 'door in the face' which is supposed to happen with door in the face technique. You first give a high offer which most likely would be turned down. You then come back with a lower offer, which in this case was $4000. The target feels bad about turning you down the first offer, so he agrees to the 2nd, lower price.
However, it turns out that the 2nd offer was low balled at $4000. The salesman gave a price of $4000 which seems reasonable in order to get the target to agree and commit to buying the product. Once the target is committed to the product, he cant go back. All the salesman has to do is talk about the extra charges or costs which will get the price back to the original one that the salesmen wanted. Low balling is a method that tricks you into thinking your getting a product for a super low price, but there ends up being extra fees and costs that raises the price above the agreed upon cost.
The above cartoon is an example of the foot in the door persuasion technique. The orange cartoon wants $2 dollars. The first time he asks the purple cartoon, it does not go so well, so he decides to use a new approach. The orange cartoon first asks the purple cartoon what time its. This is a very small request that the orange cartoon can easily get the purple one to comply too. By doing this the orange cartoon gets his 'foot in the door.' This means that once someone complies to a small request, they get sucked in and are more likely to comply to a second, larger request. Next, the orange cartoon asks for a large request of $2. The purple cartoon then feels like since he agreed to the first request he should agree to the 2nd one as well.
These techniques are used on customers all the time. Social Psychologists have studied these and found they are extremely effective. They are something that everyone needs to be aware of when they are shopping. Don't get sucked in and tricked by these persuasion techniques. They are only meant to get you to spend more, unnecessary money.
Citation:
Ly, Vinh. "Low Ball – The Mouse Trap Offer." Vinhly. WordPress, 22 Apr. 2013. Web. 08 Feb. 2014.
Ly, Vinh. "Foot-in-the-door – Start Small for Big Results." Vinhly. WordPress, 29 Dec. 2012. Web. 08 Feb. 2014.
That was an interesting post and the cartoons helped a lot. I had heard of low balling before and foot in the door, but I hadn't heard of the term for door in the face. It is really interesting how if you engage someone (even if you are asking a simple question) before requesting something from them how they are much more likely to say yes. I know that the example you used for this was a small request, but I'm curious if there has been research on how much positive interaction you have to have with someone in order to be able to get them to say yes to a larger request. kind of along the lines of 5 minutes to request and receive $5 or 20 hours to get them to let you barrow their car. Obviously everyone is different and so are their interactions, but it would be interesting to see if it could be quantified and analyzed.
ReplyDeleteI'm not quite sure what you're trying to ask, but it would make sense a positive first request would have a lot to do with the acceptance of the 2nd request. As long as you ask politely and keep things on good terms the other person is bound to feel bad for turning you down. However, the first and second request must be one after the other, in the same interaction for 'door in the face' to work effectively. The more time between the requests, the more likely that the method would not be effective. Also, I do know that the first request you make, along with the second, have to be similar or related to each other to be the most effective. For example, the most effective 'door in the face' technique would be if a charity called you and asked for a $100 donation, you politely turn it down. The person on the phone apologizes and says that they know its a high amount and feel bad for asking. They then ask if you can manage to donate just $30. Since this is most likely in your range of ability, you agree because you feel bad for turning the polite donation collector down in the first place.
DeleteThe cartoons showed a great example at what you were talking about. I was wondering if you ever were in a situation like that before. If not, what makes you not want to do something like that. The writing was very interesting and I hope to read more about your field.
ReplyDeleteI actually have been in that situation before. Back at home I live close to the high school, so whenever spring or fall sports were starting, there are always students at my door asking me to purchase something for their sports team fundraiser. I remember one time a kid came to my door and asked if i would like to pay $50 to buy a bundle case of cookie dough to help support his football team. I politely turned him down. He looked really disappointed and then asked if I would like to buy just one container of cookie dough for only $15. Since I felt bad for turning him down the first time, I felt almost obligated to agree. Have you ever been faced in a situation like this?
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