A salesperson notices that a customer is closely examining a particular television set. She approaches the customer and explains that it's a great TV, but, unfortunately, the last one was sold 20 minutes ago. The disappointed customer asks if there are any more available. The salesperson agrees to check, but first asks the customer if he will purchase the TV if one is found. The customer agrees quickly. Lo and behold, the salesperson finds an additional supply of televisions. Though the TV is not quite as attractive as it was a moment ago, the customer buys it anyway. Which weapon of influence led to the sale?

Question

Quizplus · Accepted Answer

The scarcity principle was used when the salesperson mentioned the TV was sold out, creating a sense of urgency. Commitment and consistency were used when the customer agreed to buy if one was found, leading them to follow through with the purchase.

A Salesperson Notices That a Customer Is Closely Examining a Particular