A large newspaper did a story on a recent sales tactic: Dozens of fast-talking salespersons call thousands of people every day.In the opening call, a salesperson claims to represent an impressive-sounding company.A second follow up call involves a sales pitch on the profits to be made and the salesperson tells the customer it is no longer possible to invest.A third call gives the customer a chance to invest.Which social influence principle is applied here?

Question

A large newspaper did a story on a recent sales tactic: Dozens of fast-talking salespersons call thousands of people every day.In the opening call, a salesperson claims to represent an impressive-sounding company.A second follow­ up call involves a sales pitch on the profits to be made and the salesperson tells the customer it is no longer possible to invest.A third call gives the customer a chance to invest.Which social influence principle is applied here?

Quizplus · Accepted Answer

This sales tactic is based on the principle of scarcity, where the salesperson creates a sense of urgency by saying that it is no longer possible to invest and giving the customer a limited time to seize the opportunity to invest. This makes the customer feel like they have to act quickly in order to not miss out on potential profits.

A Large Newspaper Did a Story on a Recent Sales