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Low-ball
The low-ball is a persuasion, negotiation, and selling technique. Overview By buyers When used by buyer, the low-ball is an offer for goods or services far lower than the price the buyer is willing to pay, made in the hope that the seller will at least counter-offer a price lower than the original asking price. Sellers looking to maximize profit but expecting would-be buyers to haggle may conversely make a "high-ball" offer and/or asking price. By sellers When a seller makes a low-ball offer this means an item or service is offered at a lower price than what is needed actually for the desired profit margin to be realized. The seller makes the offer with the intent of quickly raising the price in order to increase profits and/or with the intent of selling would-be buyers additional, more profitable products and services. An explanation for the effect is provided by cognitive dissonance theory. If a person is already enjoying the prospect of an excellent deal and the future ben ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Compliance (psychology)
Compliance is a response—specifically, a submission—made in reaction to a request. The request may be explicit (e.g., foot-in-the-door technique) or implicit (e.g., advertising). The target may or may not recognize that they are being urged to act in a particular way.Cialdini, R. B, & Goldstein, N. J. (2004) "Social influence: Compliance and conformity.” Annual Review of Psychology, 55: 591–621. Social psychology is centered on the idea of social influence. Defined as the effect that the words, actions, or mere presence of other people (real or imagined) have on our thoughts, feelings, attitudes, or behavior; social influence is the driving force behind compliance. It is important that psychologists and ordinary people alike recognize that social influence extends beyond our behavior—to our thoughts, feelings, and beliefs—and that it takes on many forms. Persuasion and the gaining of compliance are particularly significant types of social influence since they utilize ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Persuasion
Persuasion or persuasion arts is an umbrella term for Social influence, influence. Persuasion can influence a person's Belief, beliefs, Attitude (psychology), attitudes, Intention, intentions, Motivation, motivations, or Behavior, behaviours. Persuasion is studied in many disciplines. Rhetoric studies modes of persuasion in speech and writing and is often taught as a Classics, classical subject. Psychology looks at persuasion through the lens of individual behaviour and neuroscience studies the brain activity associated with this behaviour. History and political science are interested in the role of propaganda in shaping historical events. In business, persuasion is aimed at influencing a person's (or group's) attitude or behaviour towards some event, idea, object, or another person (s) by using written, spoken, or visual methods to convey information, feelings, or reasoning, or a combination thereof. Persuasion is also often used to pursue personal gain, such as election campa ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Bait-and-switch
Bait-and-switch is a form of fraud used in retail sales but also employed in other contexts. First, customers are "baited" by merchants' advertising products or services at a low price, but when customers visit the store, they discover that the advertised goods are not available, or the customers are pressured by salespeople to consider similar, but higher-priced items ("switching"). Bait-and-switch techniques have a long and widespread history as a part of commercial culture. Many variations on the bait-and-switch appear, for example, in China's earliest book of stories about fraud, Zhang Yingyu's ''The Book of Swindles'' (c. 1617). Function The intention of the bait-and-switch is to encourage purchases of substituted goods, making consumers satisfied with the available stock offered, as an alternative to a disappointment or inconvenience of acquiring no goods (or bait) at all, and reckoning on a seemingly partial recovery of sunk costs expended trying to obtain the bait. It sug ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Setting Up To Fail
Setting up to fail is a phrase denoting a no-win situation designed in such a way that the person in the situation cannot succeed at the task which they have been assigned. It is considered a form of workplace bullying. There are also situations in which an organization or project is set up to fail, and where individuals set themselves up to fail. The first known documented use of "set up to fail" was in 1969 in the United States. In the workplace Setting up to fail is a well-established workplace bullying tactic. One technique is to overload with work, while denying the victim the authority to handle it and over-interfering; another is the withholding of the information necessary to succeed. If a person puts another individual (usually a subordinate) in a stressful situation in which failure is almost certain, this may be an aspect of bullying wherein the outcome can then be used to discredit and blame the victim. Sometimes, this may involve the bully covertly sabotaging a ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Selling Technique
Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. The seller, or the provider of the goods or services, completes a sale in response to an acquisition, appropriation, requisition, or a direct interaction with the ''buyer'' at the point of sale. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The ''seller'', not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including '' salesclerk'', ''shop assistant'', and ''re ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Predatory Pricing
Predatory pricing is a Pricing strategies, pricing strategy, using the method of undercutting on a larger scale, where a Article 102 of the Treaty on the Functioning of the European Union#Dominance, dominant firm in an industry will deliberately reduce the prices of a product or service to loss-making levels in the short-term. The aim is that Article 102 of the Treaty on the Functioning of the European Union#Actual Competitors, existing or Article 102 of the Treaty on the Functioning of the European Union#Potential Competitors, potential competitors within the Industry (economics), industry will be forced to leave the market, as they are unable to effectively compete with the dominant firm without making a loss. Once competition has been eliminated, the dominant firm now having a majority share of the Market (economics), market can raise its prices to monopoly levels in the long-term to Recoupment, recoup its losses. The difference between predatory pricing and competitive pricing ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Political Suicide
Political suicide is a concept by which a politician or political party loses widespread support and confidence from the voting public by proposing actions that are seen as unfavourable or that might threaten the status quo. A politician who is seen as having committed political suicide might be forced to resign from either external public pressure (such as the threat of civil unrest) or internal pressure from superiors or colleagues. A political party as a whole could also lose much of its public support by deviating greatly from its core values and policies from which the party was founded on. For example, the phrase "the longest suicide note in history" is an epithet originally used by United Kingdom Labour Party MP Gerald Kaufman to describe his party's left wing manifesto of 1983. While natural deviation in policy is expected as history progresses, demographics change, and new challenges present themselves, too strong of an unexpected deviation from core values can be unp ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Overton Window
The Overton window is the range of policies politically acceptable to the mainstream population at a given time. It is also known as the window of discourse. Background The term is named after American policy analyst Joseph Overton, who stated that an idea's political viability depends mainly on whether it falls within this range, rather than on politicians' individual preferences. According to Overton, the window frames the range of policies that a politician can recommend without appearing too extreme to gain or keep public office given the climate of public opinion at that time. Summary Overton described a spectrum from "more free" to "less free" with regard to government intervention, oriented vertically on an axis, to avoid comparison with the left/right political spectrum. As the spectrum moves or expands, an idea at a given location may become more or less politically acceptable. After Overton's death, his Mackinac Center for Public Policy colleague Joseph Lehman furth ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Nirvana Fallacy
The nirvana fallacy is the informal fallacy of comparing actual things with unrealistic, idealized alternatives. It can also refer to the tendency to assume there is a perfect solution to a particular problem. A closely related concept is the "perfect solution fallacy". By creating a false dichotomy that presents one option which is obviously advantageous—while at the same time being completely implausible—a person using the nirvana fallacy can attack any opposing idea because it is imperfect. Under this fallacy, the choice is not between real world solutions; it is, rather, a choice between one realistic achievable possibility and another unrealistic solution that could in some way be "better". History In '' La Bégueule'' (1772), Voltaire wrote ''Le mieux est l'ennemi du bien'', which is often translated as "The perfect is the enemy of the good" (literally: "The better is the enemy of the good"). The nirvana fallacy was given its name by economist Harold Demsetz in 1969, w ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Foot-in-the-door Technique
Foot-in-the-door (FITD) technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first. This technique works by creating a connection between the person asking for a request and the person that is being asked. If a smaller request is granted, then the person who is agreeing feels like they are obligated to keep agreeing to larger requests to stay consistent with the original decision of agreeing. This technique is used in many ways and is a well-researched tactic for getting people to comply with requests. The saying is a reference to a door to door salesman who keeps the door from shutting with his foot, giving the customer no choice but to listen to the sales pitch. Classic experiments In an early study, a team of psychologists telephoned housewives in California and asked if the women would answer a few questions about the household products they used. Three days later, the psychologists called again. ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Door-in-the-face Technique
The door-in-the-face technique is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader's face. The respondent is then more likely to agree to a second, more reasonable request, than if that same request is made in isolation. The DITF technique can be contrasted with the foot-in-the-door (FITD) technique, in which a persuader begins with a small request and gradually increases the demands of each request. Both the FITD and DITF techniques increase the likelihood a respondent will agree to the second request. Classic experiment In a classic experiment investigating the effectiveness of the DITF technique, researchers separated participants into three groups. In group 1, experimenters asked participants to volunteer to counsel juvenile delinquents for two hours a week for two years (lar ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Creeping Normality
Creeping normality (also called gradualism, or landscape amnesia) is a process by which a major change can be accepted as normal and acceptable if it happens slowly through small, often unnoticeable, increments of change. The change could otherwise be regarded as remarkable and objectionable if it took place in a single step or short period. American scientist Jared Diamond used creeping normality in his 2005 book '' Collapse: How Societies Choose to Fail or Succeed''. Prior to releasing his book, Diamond explored this theory while attempting to explain why, in the course of long-term environmental degradation, Easter Island natives would, seemingly irrationally, chop down the last tree: See also There are a number of metaphors related to creeping normality, including: * Boiling frog * Camel's nose * Lingchi * " First they came ..." * Habituation * ''If You Give a Mouse a Cookie'' * Normalisation of deviance * Overton window * '' Principiis obsta (et respice finem)'' - 'res ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
