PSYCH 2C03 Lecture Notes - Lecture 9: Foot-In-The-Door Technique
3 Nov 2017
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Low-balling: get your target to commit to some deal, change the terms of that deal, both requests must be made by the same person. Al. (1978) on making you wake up too early. Iv: low-ball vs. control: dv: % willing to participate, results, control: 30%. Al. (1980: phone call with energy conservation tips + request to conserve. Contrast with bait-and-switch: low-ball, target sees s7 for a great price, agrees to buy it. Then, he learns he needs to pay extra for something unexpected. Buys it anyways: bait-and-switch, target sees ad that s7 is on sale for a great price. Goes to buy it but the store says they"re sold out. Foot in the door (fitd) technique: ask for something small, after you get it, ask the same target for something bigger, low-balling involves committing without completion whereas foot in the door involves commitment and completion.
