Eun Sun is trying to buy a new couch. Achim-a sales representative-has offered her an attractive couch at a reasonable price, and Eun Sun agrees to purchase it. Achim walks away for a few moments to retrieve some paperwork. When he returns, he tells Eun Sun that a recent storewide deal just expired, so the price of the couch is actually somewhat higher. What does research on compliance techniques suggest Eun Sun will do?

Question

Quizplus · Accepted Answer

Research on compliance techniques, such as the low-ball technique, suggests that once a person has committed to a decision, they are likely to follow through even if the terms change, as they have already mentally committed to the purchase.

Eun Sun Is Trying to Buy a New Couch