Low Ball Technique vs Foot in the Door Technique
Many experts have always tried to compare low ball technique vs. foot in the door technique. In low ball technique, a sales person offers potential buyer a lower price than the actual price intended for selling the item. Afterwards, the price is increased to obtain more profit. Once a buyer start enjoying a deal prospect and future benefits of the item, they are not likely to back out on the deal since this would cause cognitive dissonance. Thus, the buyer ends up down playing negative effects of the extra cost of the item.
Foot in the door technique is a common compliance tactic. This tactic entails having a person accept a large request by setting them up with a modest request first. Simply put, you make a small request and then once it has been accepted, you make a bigger request.
The foot in the door technique is highly successful due to the basic nature of human known as successive approximations. In essence, when a subject goes with small commitments or requests it is likely to continue in the desired attitude’s direction or cause the desired behavioral change which results in the feeling of obligation to go along with the larger requests. The foot in the door technique works by achieving a small yes first and then a bigger yes later.
Low ball technique and foot in the door technique enables a requester to increase the chances of the subjects agreeing to accomplish given requests without external pressures. In foot in the door technique, subjects are led to performing the first low-cost request before they are asked to perform a target request. In low ball technique, subjects are led to accept to perform a target behavior when they do not know the exact cost of their behavior. The full cost of the behavior is reveled to the subjects after accepting the initial cost.
Both low ball technique and foot in the door technique are based on a similar principle. This principle is that of committing the subject into performing the target behavior by first having them accept the initial request or behavior that is less or even more linked to a target behavior or request.
However, foot in the door technique and low ball techniques have slight variation. In low ball technique, the subject is requested to perform a single behavior (initial and final requests pertain to a target behavior) while in foot in the door technique a subject is requested to perform two behaviors (initial and final behavior pertain to different behaviors).
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