Carla has just written out a check for $18,999 to pay for her new car. Although the salesperson had initially accepted her check, she is now told that there was a mistake and that the final total should really be $19,250. Carla writes another check to cover the difference so that she can drive out with her new car. Carla has just fallen prey to a questionable sales practice called __________.
A) lowballing
B) bait and switch
C) the dissonance game
D) keep 'em guessing

Question

Quizplus · Accepted Answer

Lowballing is a sales tactic where an initially lower price is offered to get a commitment from the buyer, and then the price is increased for various reasons, compelling the buyer to pay more than they initially agreed to. In this scenario, Carla was initially given a lower price for the car, and after committing to the purchase by writing a check, she was told she needed to pay more, which is a classic example of lowballing.

Carla Has Just Written Out a Check for $18,999 to Pay