How do advertisers and/or salespersons use the principles of compliance discussed in your textbook? Pick a television commercial and use it as an example of the components of compliance.

Question

What will be an ideal response?

Answer 1

Compliance tactics include the foot-in-the-door tactic, the door-in-the-face tactic, the that's-not-all tactic, and the low-ball tactic. The foot-in-the-door tactic involves getting someone to agree to a small request so that they are more likely to agree to a larger request later. People are more likely to say yes once they have already agreed to one request. The door-in-the-face tactic involves making a large, unreasonable request and then following that up with a much smaller, more reasonable one that is more difficult to refuse. The that's-not-all tactic involves an advertisement for an item in which the salesperson adds on "free" items before they reveal the price for the item you want. By the time they are done with their offer, you feel like you are getting a lot for your money and you are more likely to buy. The low-ball tactic occurs when a person commits to a request and then the cost of the request increases. You are likely to still purchase the item because you have already pictured yourself owning it. Students will provide an example from a commercial they have seen. A good example is an infomercial for a blender ("Just four easy payments!") where you get a cookbook, a mixing spoon, and a bowl with your purchase.