Many real estate agents know that if they can persuade a potential buyer to make a preliminary offer on a house, the buyer will feel committed to the purchase and hesitant to walk-away, even if the "deal" changes (such as having to pay for repairs or closing costs, etc.) This is representative of what social influence mechanism?

Question

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The low-ball technique involves initially presenting an attractive offer to get a person to agree to a commitment and then making the terms less favorable. In the context of real estate, once a buyer makes a preliminary offer, they're more likely to stick with the purchase even if conditions become less favorable, such as additional costs, because they feel committed. This is a classic example of the low-ball technique in action.

Many Real Estate Agents Know That If They Can Persuade