Lisa is a car salesperson. She has just gotten you to agree to a deal on a new car and to write out a check for the down payment. She takes this to her manager and comes back a while later saying that, because of taxes and fees, the price of the car will actually come out to $600 over what you agreed upon. According to the research on lowballing, which of the following is most likely to occur?
A) You would decide to buy the car anyway because you realize the decision is reversible.
B) You would decide to buy the car only if you are not excited by the anticipation of the event.
C) You would decide to buy the car anyway because there is an illusion of irrevocability (i.e., you don't feel that you can reverse your decision).
D) You would not buy the car because salespeople are generally ineffective at persuading buyers to do what they want.

Question

Quizplus · Accepted Answer

The research on lowballing suggests that the illusion of irrevocability can lead people to stick with their decision even when the terms change, as they believe they cannot back out. Therefore, in this scenario, the most likely outcome is that the buyer will still go ahead with the purchase despite the increased price.

Lisa Is a Car Salesperson