Microsoft Word Chapter 1 done doc

Bait-and-switch tactic :
A technique for gaining compliance in which once the 
customers enters the shop; items offered for sale are showed as 
unavailable or presented of very low quality. This leads customers 
to buy a more expensive item that is available. It happens because 
for customers point of view, changing one’s mind and reversing an 
initial commitment requires hard work, and many people, it 
appears, would rather pay a higher price than change their minds.
 

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Tactics Based on Reciprocity : 
The Door in the Face :
A procedure for gaining compliance in which requesters 
begin with a large request and then, when this is refused, retreat to 
a smaller one (the one they actually desired to be agreed ). This is 
exactly opposite of the foot-in-the-door technique: instead of 
beginning with a small request and then presenting a larger one, 
persons seeking compliance sometimes start with a very large 
request and then, after this is rejected, shift to a smaller request-the 
one they wanted all along. 
The Foot in the Mouth :
When people feel that they are in a relationship with another 
person-no matter how trivial or unimportant-they often feel that they 
are obliged to help or considerate to that person simply because 
the relationship exists.
For example, friends help friends when they need 
assistance, and persons who perceive themselves as similar in 
some manner may feel that they should help one another when the 
need arises. 
A clear demonstration of the power of this tactic is provided 
by research conducted by Aune and Basil (1994) as stated in 
Baron, R. A., Byrne, D., and Branscombe, N. R. (2006). These 
researchers had female accomplices stop students on a university 
campus and ask them to contribute to well-known charitable 
organization. In a control condition, they simply made this request 
without providing additional information. In another condition (which 
used the foot-in-the-mouth technique), they asked passerby if they 
were students, and they commented, “Oh, that’s great, so am I.” 
Then they made their request for funds. Results indicated that a 
much larger percentage of the persons approached made a 
donation in the foot-in-the-mouth condition (25.5 percent) than in 
the control group (9.8 percent). These finding, and those of a 
follow-up study by the same authors, suggest that the reciprocity 
principle can be stretched even to such tenuous relationships as 
“We are both students, right? And students help students, right? So 
how about a donation?”