Cialdini et al. (1978) acted as a car salesperson. He offere…
Cialdini et al. (1978) acted as a car salesperson. He offered customers a very good deal on the car that they liked. They wrote a check for the initial payment. Cialdini “took the check to the manager to finalize the deal.” When he returned to the buyers, Cialdini informed the customers that the manager caught his incorrect calculation. The actual price was higher. What is the name of this persuasion strategy?
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