Chapter Summary

In this chapter, the authors discuss the topic of “sequential persuasion,” which examines social influence as a “multi-step” process. Specifically, the authors explore research showing how people increase their persuasiveness by saying or doing something before, or sometimes after, making their request. They also examine various explanations for why and when such sequential tactics are effective. The chapter features some of the most prominently researched sequential tactics, including the-door-in-the-face, the-foot-in-the-door, pregiving, lowballing, bait-and-switch, and others.

Quiz

1. 

Maria compliments and befriends her coworkers to encourage them to attend her charity bake sale. This is an example of which sequential persuasion tactic?

Lowball

Pregiving

Foot in the door

Pique technique

None

2. 

Alex asks Sam if he enjoys running. Sam replies, I guess I do because I signed up for an ultramarathon!" Sam's inference about his own attitude based on past behavior reflects which theory?"

Self-perception theory

The perceptual contrast effect

Reciprocal concessions

The norm of reciprocity

None

3. 

When a salesperson starts a conversation with “How’s your day going?” before asking someone to try a product sample, this greeting exemplifies which sequential persuasion tactic?

Foot in the face

Foot in the mouth

Door in the mouth

Door in the face

Face in the foot

None

4. 

Sarah wants her friend to join her for a weekend yoga retreat, even though her friend dislikes yoga. First, she asks if her friend will join a month-long meditation retreat. When her friend refuses, Sarah then asks about the shorter weekend yoga retreat. Sarah's strategy exemplifies which tactic?

Foot in the door

Lowballing

Door in the face

That’s Not All Tactic

Foot in the mouth

None

5. 

Marcus is about to buy a new laptop. The salesperson initially quotes $1,200, and Marcus agrees. As the sale is finalized, the salesperson says, “Sorry, I made a mistake. The laptop is actually $1,350.” If Marcus still decides to buy it, he has fallen for which tactic?

Chicanery

Door in the face

Lowballing

Bait-and-switch

None

6. 

Laura sees an online ad for a designer handbag at $200. When she visits the store, the bag is sold out, but the salesperson offers her a similar bag for $220. Which persuasion tactic is being used?

Foot in the door

Lowballing

Foot in the mouth

Bait and switch

None

7. 

At a flea market, you ask the price of a Tiffany lamp. The seller says, “It’s $30. That’s only 3,000 dimes! What a bargain!” This is an example of which sequential request tactic?

Disrupt then reframe

Lowball

Bait and switch

Foot in the mouth

None

8. 

Liam is trying to persuade his coworkers to participate in a charity run. He says, You don't have to run the full 5K. Even walking a single block helps!" Which compliance-gaining strategy is Liam using?"

Disrupt then reframe

Legitimizing paltry contributions

Lowballing

Pique technique

None

9. 

Customer: I don't think I need this vacuum right now."Salesperson: "Why not?"Customer: "It's too expensive."Salesperson: "We offer easy monthly payments."Customer: "I'm busy this afternoon."Salesperson: "I can have it ready for you in 5 minutes."This is the: "

dump-and-chase

lowball

door-in-the-face

bait-and-switch

None

10. 

The norm of reciprocity suggests that we should give a concession, then take a concession

True

False

None

11. 

Credit card companies that offer a low, introductory “teaser” rate, and then up the interest rate dramatically a few months later, are guilty of using the lowball tactic strategy

True

False

None

12. 

Negative labeling prompts individuals to pregive prior to a request to renounce the negative label

True

False

None

13. 

The foot-in-the-door tactic is more effective when used for _ causes than when used for self-serving reasons.

14. 

The perceptual contrast effect has been used to explain why the _ persuasion tactic is so effective.

15. 

A boutique clothing store offers shoppers a glass of wine or a cup of coffee when they enter the store. This strategy is known as _

16. 

The _ contrast effect explains why the door-in-the-face tactic is effective.

Time’s up

Essay Questions

1. You have just been hired as a consultant at a used car lot. The management has asked you to provide its salespeople with specific advice on how to persuade customers to buy cars using the foot in the door, door in the face, bait and switch, and lowball strategies. What specific advice would you give the salespeople?
2. Compare and contrast the foot in the door, the lowball, and the bait and switch tactic. In what ways are they similar? How do they differ?
3. What is Self-Perception Theory? How is it used to explain the effectiveness of the foot in the door tactic? Provide an example of the foot in the door tactic and how Self-Perception Theory could account for its effectiveness.