A research project by Pallak and his associates demonstrated the effectiveness of the low- ball compliance technique often used by car dealers. In the Pallak work, Iowa homeowners were promised newspaper publicity if they conserved energy, which led to energy savings initially. A month later they were told that they would not get the publicity after all. What happened?

Question

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The homeowners continued to save energy at the same rate, and in some cases, even increased their energy savings, despite the cancellation of the promised publicity. This demonstrates the low-ball technique's effectiveness, where initial commitment leads to sustained behavior change even after the incentive is removed.

A Research Project by Pallak and His Associates Demonstrated the Effectiveness