AP PSYCHOLOGY

Detailed explanation-1: -A classic example of low-balling is when a car dealership lists a car for $14, 000 to get you to agree to buy it and later changes the price to $16, 000. The low-balling technique is commonly used among salesmen and advertisers. It was first demonstrated by Robert Cialdini and colleagues in the 1970s.

Detailed explanation-2: -Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. Studies have shown that this approach is more successful than when the less favorable request is made directly.

Detailed explanation-3: -The low-ball technique is a compliance strategy which is used to persuade a person to agree to a request. A person using the technique will present an attractive offer at first. The offer will be attractive enough for the other party to it. Then, before finalising the agreement, the person will then change the offer.

Detailed explanation-4: -a two-step procedure for enhancing compliance that consists of (a) presenting an initial large request and then, before the person can respond, (b) immediately making the request more attractive by reducing it to a more modest target request or by offering some additional benefit.