Salespeople who employ the low-ball technique are taking advantage of the implications of ______.

Question

Quizplus · Accepted Answer

The low-ball technique works by getting the customer to commit to a purchase at a lower price point, and then later revealing additional hidden costs or fees. This creates postdecisional dissonance, as the customer may feel they have already invested time and effort into the purchase and are now reluctant to back out due to the desire to avoid cognitive dissonance. This makes them more likely to accept the higher overall cost, even though they may not have agreed to it upfront.

Salespeople Who Employ the Low-Ball Technique Are Taking Advantage of the Implications