Professor Cialdini talks about a car salesman using a particular type of persuasive technique; name the technique. Dr. Cialdini mentions the basic compliance principle, commitment/consistency, from which this persuasive technique arises

Question

In your opinion, which aspect of the principle is most strongly invoked in Cialdini's car sales example? Why?

Answer 1

Answer: The technique is called the lowball technique, because, just as he explains, you're given a "lowball" price to begin with, and then, after you've decided on the car, the salesman arranges to renege on the price. I think commitment is the primary motivating force, at least in this example. Once you've taken the big step of committing to that particular car, it becomes very difficult to back out. Deciding to buy a big ticket item like a car is a weighty decision to make; perhaps people just don't want to go through that again, once they have made their mind up. Also, if they like the salesman, maybe they don't want him to be saying, "hmmmph, I thought you guys really liked that car," sort of shaming them for not sticking with their original decision!