Previous research has shown, at least in part, that these effects are moderated by thethe bait-and-switch b. First you get a ‘yes’ and then you get an even bigger ‘yes’, which could then be followed by an even bigger ‘yes’. Low ball technique. 1976 ; Foss & Dempsey, 1979 ). Make two accounts, send an extreme low-ball with one and a more reasonable low-ball. . Lowball technique. , 1975), and the low-ball (LB; Cialdini et al. in pharmacotherapy, see adherence. The low-ball procedure is typically portrayed in the literature as a robust and reliable technique for improving compliance (Cialdini, Citation 2008; Joule, Girandola, & Bernard, Citation 2007; Pratkanis, Citation 2007). Question 20 Nalini thought she was a victim of the low-ball technique because, after she decided to purchase an automobile from a particular dealer, the dealer discovered an "error" in the price calculations, making the car more expensive. The foot in the door technique is a sales approach and consumer based psychology that tries to persuade hesitant consumers. c 2. 3. d. d. Now she's committed to buying the car, but the dealer tells her about a number of hidden costs that will be added on. There are four main types of persuasion: ethos. group polarization. Asking to Share Their Experience on Social Media. Indicate the technique and underline it (i. Caldini's principles. 00 the first year, her "gradual buildup approach" is successful. foot-in-the-door technique. In Exp I, Ss who agreed to but were not allowed to. Sometimes situations turn out to be much worse than we initially thought. the foot-in-the-door technique 27. a. Then, reveal a. b. Group is unanimous. To catch a potential customer’s attention, these companies have eye-catching discounts that they offer. Fraser (see record 1966-10825-001) and the low-ball technique by R. The number of people who maintain their first decision is larger than the number in the condition in which the real cost of the request is stated prior to the initial compliance. Group of answer choices scarcity rule, commitment rule classical conditioning, reciprocity norm. The number of people who maintain their first decision is larger than the number in the condition in which the real cost of the request is stated prior to the initial compliance. 14 hours ago · Featured Black Friday Amazon deals: 1:25 PM EST November 23, 2023. Ask for something quite large and receive a "no", then ask for something smaller and get a "yes". to a large request is gained by preceding it with a very small request. Social loafing is the tendency to _____. Central Route: Occurs when interested people focus on the arguments and respond with favorable thoughts. Chapter 12 reading. Lowballing is a strategy to increase compliance. a social approach to persuasion. the low-ball procedure beyond that found with the foot-in-the-door technique. Techniques based on Commitment and Consistency. 1 Overview. Shakira decides to buy a new car after seeing a good deal advertised on television. the door-in-the-face technique. The low-balling technique is a compliance method in which the persuader gets a person to commit to a low-ball offer they have no intention of keeping; then, the price is suddenly increased. A social influence technique in which a first, small request is used as a set-up for later requests is known as _____. 8. , your cousin asks you to pledge $5 for a school charity one. Low-ball technique influence technique based on commitment, in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs A car salesperson tells their customer that car X is a steal at only $12,000 and the customer agrees to buy it. Lowball glass, a short drinking glass typically used for. This type of framing may greatly influence the response to the latter announcement. actor-observer bias b. 진실을 전부 말하지는 않고 일부를 숨김으로써 승낙을 얻어낸 후, 말했더라면 거절했을 가능성이 높은 정보를 뒤늦게 공개하더라도 이에 반발하여 승낙을 철회하는 사람들이 많지. It relies on our ego, because we committed to one thing earlier we don't want to go back on our word. This is achieved. Once you're hooked, you're more likely to pay up, research shows. That’s not all Description When offering or conceding something to somebody, rather than give it to them as a final item, give it in incremental pieces. Psychology. Consider the following data sets. the foot-in-the-door technique. You Answered to a large request is gained by preceding it with a smaller request Correct Answer is gained by starting with a large, unreasonable request that is turned down, followed by a more reasonable, smaller request to a costly request is gained. Individuals who score low on the scale demonstrate a preference for change, spontaneity, and unpredictability in the way they respond to social stimuli and do not demonstrate a strong. Door in the face is when you make a request. After making that commitment, the requester reveals hidden costs associated with the requested course of action. 2007). Lowballing Definition. Click the card to flip 👆. foot-in-the-door technique d. Compliance is a response—specifically, a submission—made in reaction to a request. University of Notre DameJohn A. In all 3 studies, a requester who induced Ss to. See also door-in-the-face technique; foot-in-the. Even though the old-school salesmen are gone, some of their sales techniques live on. The term ____ refers to an influence technique based on commitment, wherein the influencer first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs to the person. After a couple orally agrees to purchase an appliance at a special price, the salesman tells them he misquoted the price, indicating it was only available for an out-of-stock model with fewer options. Salespeople who employ the low-ball technique are taking advantage of the implications of . The success of the low-ball technique is attributed to principle of commitment because once an individual commits to one request, they are more likely to commit to a similar request even if the details are altered. The technique involves offering a deal or price that seems too good to refuse, only to later increase the cost of the deal after securing the commitment of the buyer. b. One technique used for seeking compliance from others involves making a small request first, then making a larger request that is actually desired after compliance with the smaller request has been obtained. A person using the technique will present an attractive offer at first. The second technique is known as the foot in the door technique; when someone begins by asking for something small and then increasing one's requests using the foot in the door technique. Since a person has already committed, it is hard to say no to the new higher price demand. Jack has agreed to purchase a new car for $18,000. 24 November, 2023. Pique technique involved, "Can you spare $. door-in-the-face technique. A set of norms that defines how people in a given social position ought to behave. Asking for Feedback Through Video Testimonials on WatchThemLive. The lowball technique is related to Cialdini's principle of _____. Low-Ball Technique | Negotiation SkillsHello, Friends in this video, I am sharing my experience regarding, low-ball technique used for negotiation. Influence: The Psychology of Persuasion by Robert B. This arguably unethical method of gaining agreement from a person is found in sales negotiation scenarios. a procedure for. The text asserts that the tendency for oppressors to disparage their victims is an example of: A) how attitudes shape behavior. B) people see what they've chosen more positively and are reluctant to relinquish it. 人总是对目标行为有所准备。 例如，购买汽车，帮助某人，已经决定购买某型汽车。 接下来才获知，目标行为的蕴含成本高于预期（例如，短期涨价，花费时间Salespeople who employ the low-ball technique are taking advantage of the implications of . consistency. In the door-in-the-face technique, compliance is gained by starting with a large, unreasonable request that is turned down, followed by a more reasonable, smaller request. She asked the professor to read over a rough draft of her introduction. low-ball technique. MillerOhio State UniversityThe low-ball technique, a tactic often used by automobile sales dealers toproduce compliance from customers, was examined in a set of three. that's-not-all technique. Your counterpart will open with an extremely high or low offer, which they hope will force you to reconsider your resistance points and goal. 1 Overview. In bait-and-switch, the bait (such as in an advert) is often separate from the direct sales activity during which the switch is made, for example by saying the advertised product is not. to please people on whom they depend. - Door in the Face Technique. The couple then agrees to purchase the appliance at a higher price. MillerOhio State UniversityThe low-ball technique, a tactic often used by automobile sales dealers toproduce compliance from customers, was examined in a set of three experi-ments. The bait-and-switch technique. The sellers agent cannot disclose to the buyers agent how much the offers are for, they can only disclose there is. self-serving bias c. In all 3 studies, a requester who induced Ss to. The Lowball Technique . Then write a brief description explaining whether you used the technique yourself or were the victim of the technique. In contrast to the foot-in-the-door technique, which prefaces a request with a smaller request that the respondent is more likely to agree with, door-in-the-face requests involve asking a more demanding question, followed by the actual request. successfully dem-onstrated the effectiveness of the low-ball procedure, a close examination of their ex-periments suggests an alternative interpre-tation of their findings. -door-in-the-face technique. A customer is first induced to agree to purchase an item by being quoted an unrealistically low price. 人总是对 目标行为 有所准备。. After discussing the issue, their group opinion was even more strongly against stem cell research. Learn about the psychological and social effects of low-balling, its examples in different contexts, and its alternatives. A technique for eliciting *compliance that is most often used in commercial transactions. It appears that the saleswoman has effectively used which of the following? the foot-in-the-door technique the door-in-the-face technique the low-ball technique the that's-not-all technique. . , Sam M. The low-ball technique involves making a request and gaining agreement from a person, then changing the terms of the deal at the last minute. In the terminology of the elaboration likelihood model, people relying on automatic, nonconscious processing are using the ____ route. Low-ball technique. that’s-not-all technique B. The Lowball Technique: A Walkthrough. the door-in-the-face technique. This offer is usually significantly discounted from the original price. These discounts are but mere baits to lure the fish. About us. trustworthiness and likeability. Before the deal is completed, the salesperson claims to have discovered a mistake and tells the customer that the sale can go ahead only at a much higher. Simplify. Freedman (born 1937) and Scott C (ameron) Fraser (born. Researches in this paradigm traditionally included a. A number of studies have shown that the low-ball technique is more effective for gaining compliance than the traditional foot-in-the-door technique (Cialdini 8 GUE´GUEN AND PASCUAL et al. A customer is first induced to agree to purchase an item by being quoted an unrealistically low price. . A low ball offer occurs when somebody is offered an amount for an asset that is far less than what the asset is actually worth. . Three examples of the low ball technique in persuasion. . The labeling technique c. low-ball technique d. The Low-Ball Technique is a technique used in sales and other styles of persuasion to offer products or services at a bargain price in order to first attract a buyer, but then adds on additional expenses to make the purchase less of a bargain than originally thought. . I typically ignore these, but that got me thinking, do these people actually every get lucky with these insane offers?. The process by which dissenters produce change within a group. The couple then agrees to purchase the appliance at a higher price. What Are the Foot in The Door Technique Examples. Take notes. In the context of persuasion, this scenario illustrates ________. The labeling technique c. a two-step procedure for enhancing compliance in which an extreme initial request is presented immediately before a more moderate target request. 1. the difference is in completing vs. foot-in-the-door technique. Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. The low-ball technique is used to gain compliance as a person is led to accept performing a target behaviour without knowing the real cost of the request (Joule, 1987). short. It’s name comes from the ‘W’ shape formed when both hands meet at the thumbs. The low ball technique is a very popular technique used, directly or indirectly, in selling a variety of products. There’s a shady technique some people use. Studies have shown that this approach is more successful than when the less favorable request is made directly. c. Many set the figure at 10% to 15% below the listing price or lower. 2. Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. Commitment can also apply to an agreement: "Low Ball Technique". I will show you now how I used the lowball technique to get it at half the price. b. Answers: A. 165. Studies have shown. otherwise known as the door-in-the-face technique , a salesman will typically ensure that an agreement ensuring compliance is signed and sealed before revealing the true cost of the service. B. c. -that's-not-all technique. Hitting Dink Shots. , people who are processing persuasive messages via the central route tend to rely on service cues such a source attractiveness and the reactions of others. A saleswoman displays a set of pots and pans and asks a shopper, "What do you think this wonderful set of cookware is worth?" Before the shopper can answer, the saleswoman. - the low-ball technique - the infiltration technique - the foot-in-the-door technique - ingratiationthe lowball technique foot-in-the-door. Atleast he researched and low balled in the zone of negotiation rather than being a prick. the door-in-the-face technique. This technique is only effective when goalkeepers have time to position themselves directly behind the ball to produce the barrier. Jack knows this price is well over market value and then gives his lowball offer of $8,000. arrow right. c. Lowball Technique: the result 50% discount on an already fairly priced item + Mouse & Bluetooth dongle gift. Examined the low-ball technique, a tactic often used by automobile sales dealers to produce compliance from customers, in a set of 3 experiments. L. expertise and trustworthiness. The low-ball refers to a compliance technique in which a demand of someone to agree to a request is followed by telling the person the real cost of the request. Research the industry average. Low ball technique is a sale and persuasion technique where a service or item is offered to a potential buyer at a price lower than it is actually intended to be sold and afterwards the price is increased to maximize profit. The Low-ball technique also inspired the development of the lure technique (Joule, Gouilloux, & Weber, 1989), which is based on the same principle as the low-ball technique but with a variation in the final request. Foot-in-the-Door Explained. Results demonstrate the superiority of the. Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. The Low-Ball Technique It is the purpose of the present article to use such an investigatory sequence in an ex-amination of the relationship of certain social influence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request low-ball technique influence technique based on commitment in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs What is the relationship between the PFC and the effectiveness of the sequential request tactics of social influence? There are three classical techniques that have received the most attention in social psychology research: the foot-in-the-door (FITD; Freedman & Fraser, 1966), the door-in-the-face (DITF; Cialdini et al. If someone wants to purchase a home in a buyer’s market, they just might find a seller who’ll agree to a low ball offer. foot-in-the-door . Pathos focuses on playing to the individual's emotions. catatonia According to Atkinson and Shiffrin, there are three memory systems. Low-ball is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. First, a person is persuaded, usually in the form of an attractive offer, to commit to something (commitment). 2 By sellers; 1. four ways to gain compliance. Commitment sets in when the initial offer is presented. A professor wants to reduce the likelihood of students doing social loafing, one thing she can do is. - Foot in the Door Technique. This time, the low-ball technique is like the opposite of the that’s not all technique. logos. The low-ball technique is solid science. Telling the most interesting phycology lessons! 😊Story📜In this captivating video, dive into the fascinating world of persuasion as we unveil the secrets of. Social Sciences. Which of the following is an example? civil rights legislation. -lowball technique. B) how behavior shapes attitudes. lowball technique; that's-not-all technique that's-not-all technique; door-in-the-face technique that's-not-all technique; low ball technique door-in-the-face technique; foot-in-the-door technique Question 46 2 pts Stanley Milgram's. Based on commitment. puts them into groups where they earn an individual grade and a group grade. The goal of the Low Ball Technique is to create a sense of commitment or obligation in the person, making it more difficult for them to. Contents. We would like to show you a description here but the site won’t allow us. Low-ball technique. The low-ball procedure was contrasted with a control procedure in which. With lowballing, a small favor is asked and committed to. Theory that we react against threats to our freedoms by reasserting those freedoms, often by doing the opposite of what we a being pressured to do. önce küçük bir iyilik, ardından büyük bir iyilik isteyerek söz konusu büyük iyilik talebinin kişi tarafından kabul edilme olasılığını artırma tekniğidir. Tobacco deprivation: The foot-in-the-door technique versus the low-ball technique: European Journal of Social Psychology Vol 17(3) Jul-Sep 1987, 361-365. The low-ball technique involves making a request and gaining agreement from a person, then changing the terms of the deal at the last minute. Social psychology is centered on the idea of social influence. There are 4 main types of persuasion. The number of people who maintain their first decision is larger than the number in the condition in which the real cost of the request is stated prior to the initial compliance. In all 3 studies, a requester who induced Ss to. 357. low-ball technique. However, just before he gets ready to sign the contract, the salesman tells Jack that the sales manager will not approve the amount allowed for his trade-in, and that the contract will have to be higher, probably around $19,000. Donald believes himself to be a patriotic citizen, but he also does not believe in attacking countries that are technologically no match for the United States. To date, the low-ball technique has received considerably less interest from scientists than the foot-in-the-door or the door-in-the-face techniques: Our search through the PsycInfo database with the keyword low-ball brought up 15 results, in contrast to 90 entries for the foot-in-the-door technique and 45 for the door-in-the-face technique. This technique is used very commonly, not only by salesmen and marketing professionals, but examples are rife of such instances being used in everyday life as well (like the example provided above). A number of studies have shown that the low-ball technique is more effective for gaining compliance than the traditional foot-in-the-door technique (Cialdini 8 GUE´GUEN AND PASCUAL et al. Three experiments with 195 undergraduates examined the mediating process involved in the low-ball procedure for increasing compliance. Social influence. 낮은 공 기법(low-ball technique): 어떤 하기 싫은 일에 대한 요구를 불명료하게 하여 응락을 받은 후 그 요구의 내용을 분명히 하면, 처음부터 그 요구를 명확히 하여 요구하는 것보다 응락을 얻을 가능성이 높아진다. The respondent is then more likely to. Yet, is such a strategy really effective in increasing customer compliance in real. Car Dealership Scam || Low Ball Technique || bekifaayati #shorts #youtubeshorts #youtubepartner Low-balling is a technique designed to gain compliance by mak. 1,000. Of course, this depends a great deal on the state of the market. 2 By sellers; 1. tency in the effectiveness of the third sequential request technique—low-ball. Wie funktioniert die Low-Ball-Technik? Quelle: flickr. Suggest a reason for the correlation or lack of correlation. The low-ball technique operates, at least partially, on the principle of ____. The bait-and-switch d. 1. (1988). Although Cialdini et al. An example would be having to. 357. low-ball technique D. The appliance would allow him to get rid of six small appliances and leave more room in his kitchen. The technique is used frequently by second-hand car salesmen and other low-level sales personnel. Such a shift in the attitude of a group best illustrates. , 1978) is a compliance-gaining technique consisting of making an attractive initial offer to get a person to agree to the request and then making the. Low-Ball Technique: What Is the Difference? While the first technique starts with a small request and acts based on consistency and self-perception principles, the low-ball technique works based on the commitment principle. pique, The class first asks their lecturer to cancel the upcoming test. , 1978) technique. State whether the two variables appear to be correlated, and if so, state whether the correlation is positive, negative, strong, or weak. D) foot-in-the-door technique. APA Dictionary of Psychology low-ball technique a procedure for enhancing compliance by first obtaining agreement to a request and then revealing the hidden costs. Even though this sales technique involves direct manipulation, it still works because of the psychology of the commitment nature of human mind. The foot-in-the-door technique, referred to as the FITD technique through the remainder of this article, follows a set pattern. Metode The Low-ball Technique menurut saya tak ubahnya seperti semacam jebakan terselubung atau tipuan halus. Introduction: The low-ball (Cialdini et al. low-ball technique By N. The offer will be attractive enough for the other party to it. D. -that's-not-all technique. Human beings like to give once they have received. 1. Make an offer to the customer or the persuader that you’re sure to be accepted given all its. This is the technique often seen in car sales when the salesperson quotes a. a procedure for enhancing compliance by first obtaining agreement to a request and then revealing the hidden costs of this request. the labeling technique d. It is. ,2022年3月4日 — The low-balling technique is a persuasion tactic in which an item is initially offered at a lower. Asking for an Email. Which of the following situational factors in Milgram’s shock experiments led to the highest maximum obedience rate? A. Is the difference between the That's not all technique and the Door in the face technique. 덤 끼워주기 기법(that's-not. The Low-Ball Technique It is the purpose of the present article to use such an investigatory sequence in an ex-amination of the relationship of certain socialinfluence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request. C a. the that's-not-all techniquelow-ball technique. b. b. Different Paths for Different Purposes. Based on commitment. It was introduced and named in 1966 by the US social psychologists Jonathan L. People who receive only the costly request are less likely to comply with it. reciprocity norm b. Low-ball is a strategy of offering goods or services at a lower price than the buyer or seller expects, with the intent of getting a counter-offer or a higher price. Exert less effort toward a common goal when in a group than when working alone. W’s. The Low Ball Technique/ Bait And Switch Strategy. By putting a ridiculously low offer on the table, you are essentially inviting your opponent to. The low-ball technique relies on our desire to be seen as favorable in the eyes of others. The door-in-the-face techni. Add a comment. The lowball technique is an aggressive negotiations strategy used by buyers trying to purchase a home in order for them to get the seller to give them a good price. In bait-and-switch, the bait (such as in an advert) is often separate from the direct sales activity during which the switch is made, for example by saying the advertised product is not. lowball technique c. Here is how the phenomenon works. Four walls technique. They include: Ethos is the persuasive technique that appeals to the person's ethics. M. low-ball technique D. Social psychologists would say that he was a victim of the ____. 3 By taxpayers. The Low-Ball Technique. Lowballing Psychology for Effective Negotiation (Case Study) #1: Don’t make enemies #2. Question 21 Amir went to the local auto dealership to purchase an inexpensive car advertised in the paper. The low-ball technique on the other hand is the method where the probability of availing something at a current given price increases the chances of availing it at a higher price. Question 21 Amir went to the local auto dealership to purchase an inexpensive car advertised in the paper. People who agree to an initial request will often still comply when the requester ups the ante. This is an example of good salesmanship. It works by ensuring that an individual buys into a sale at a lower cost, before the price of a. Low-ball technique 3. Step 1. Keywords: low-ball; compliance; persuasion; commitment; self-presentation One tactic often used by salespeople, recruiters and the like to increase compliance is known as “throwing the low-ball” or more simply, the low-ball technique (Cialdini, Cacioppo, Bassett, & Miller, 1978). successfully dem onstrated the effectiveness of the low-ball procedure, a close examination of their ex periments suggests an alternative interpre tation of their findings. a two-step procedure for enhancing compliance in which a minor initial request is presented immediately before a more substantial target request. Despite a long tradition in social psychology of identifying social behavior as a matter of situational factors, social psychologists have become increasingly aware of the. First, the person is served an attractive initial offer, and as the person is. The low-ball technique is a very effective persuasion and sales technique made use of in psychology and marketing. similarity and expertise. the effectiveness of low-ball manipulations. Maybe the seller is in a tight spot financially and really needs to sell their property fast. The technique in which an influencer prefaces the real request by first getting the person to agree to a smaller request is called the ___ technique. This is one of the most efficient persuasion techniques out there. The lure technique consists of leading a person to make a decision so that he thinks he is obtaining an advantage, then, once the. Compared the efficiency of 2 compliance without pressure techniques: the foot-in-the-door technique by J. Six "principles of persuasion" make us more likely to say yes, expert says. o Obtaining public commitment is also crucial- people are especially resistant to change when others hear them agree to a deal. Learn how to use it in sales, business, or personal interactions, and how to observe it in other walks of life. The door-in-the-face technique is a compliance method commonly studied in social psychology. Contents. (A) The lowball technique (B) Social facilitation (C) The foot-in-the-door technique (D) Social loafing (C) The foot-in-the-door technique If people work hard to reach a goal, they are likely to justify their hard work by valuing the goal highly. 低球技术（Low ball technics），基于互惠和承诺的购买和谈判技术或技巧之一，属于消费者心理学和市场心理学范畴，1978年由Cialdini等提出。. consistency 28. The lowball technique involves making an attractive proposition and revealing its downsides only after a person has agreed to it. Match the technique for gaining compliance with the appropriate example. Once you're hooked, you're more likely to pay up, research shows. too. True. S. Techniques of Compliance in psychology Door-in-the-Face Technique. labeling technique b. The low-ball technique is a persuasive tactic that offers a product or service at a below-market or average-market price, then increases it without warning. D. Đây là thông tin Thuật ngữ Low ball technique theo chủ đề được cập nhập mới nhất năm 2023. low-ball d. the that's-not-all technique C. otherwise known as the door-in-the-face technique , a salesman will typically ensure that an agreement ensuring compliance is signed and sealed before revealing the true cost of the service. com để tra cứu thông tin các thuật ngữ chuyên ngành tiếng Anh1: Highball/Lowball. B. The term ____ refers to an influence. A change in behavior, belief, or both to conform to a group norm as a result of real or imagined group pressure. A person using the technique will present an attractive offer at first. The low-ball technique works on the principle where the primary offer is made out to be extremely appealing and when the persuader has agreed to the sale, the. the foot-in-the-door technique 27. Influence technique based on commitment, in which one starts with a small request to gain eventual compliance with a larger request Low-Ball Technique Influence technique based on commitment, in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs(4) low-ball technique: 指當你對事情已經做了某些決定後，對方才更改原本的條件。例如，你想要買一台電腦，也和老闆談好價格和配備了，老闆也答應這個價格了，因此你「決定」要買之後，老闆卻才說：「不好意思，xxx這種螢幕沒了，換另一種給你不好？The low-ball technique is a tried and tested persuasion strategy that has been used by businesses, salespeople, and politicians for many years. low-ball technique to pledge $50. Stay In the Ready Position. four ways to gain compliance. The term is defined as a strategy in which one person quotes another person a low price to get initial agreement and then raises the price. The bait-and-switch d. 1. the low-ball procedure beyond that found with the foot-in-the-door technique. a) the effects of compliance b) the low-ball technique c) an informational social influence d) the influence of group pressure to conform. peripheral. Social Impact Theory.