Once a customer agrees to buy a new car because of its bargain price and begins completing the sales forms,the salesperson removes the price advantage by charging for options or by checking with a boss who disallows the deal because "we'd be losing money." This tactic for getting people to agree to something is known as the
A)illusion of control.
B)lowball technique.
C)overconfidence phenomenon.
D)sleeper effect.

Question

Quizplus · Accepted Answer

The tactic described is the lowball technique, where the salesperson presents an attractive offer initially and then changes the terms to a less favorable one after the customer has become committed. The illusion of control involves giving people a false sense of control in a situation, the overconfidence phenomenon refers to people being too confident in their own abilities, and the sleeper effect is a communication phenomenon where people remember a message but forget its source over time.

Once a Customer Agrees to Buy a New Car Because