Joaquin is at a car lot. A salesperson named Lucy has offered him a car he wants at a price that he agrees to accept. Lucy goes inside the staff room and a few minutes later a new salesperson-Sahana-comes out. Sahana tells Joaquin that there was actually a miscommunication and the price of the car is somewhat higher. What does research on compliance techniques suggest Joaquin will do?

Question

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Research on compliance techniques suggests that Joaquin will likely refuse to pay the new price and walk away. This is because he had already agreed to a price with Lucy and Sahana's attempt to change the price is a violation of the social norm of consistency. Joaquin may feel like his trust has been betrayed and he may also fear being taken advantage of. Therefore, he is more likely to resist this attempt at price increase and refuse to buy the car.

Joaquin Is at a Car Lot