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5 Cards in this Set
- Front
- Back
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Need for Cognition |
The motivation to think and analyze. Those who have a high level of this prefer central routes. |
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Attitude Inoculation |
Exposing people to weak attacks in order to build up their "immune system" to later stronger attacks. |
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Foot-in-the-door phenomenon |
When people agree to a small request they tend to later agree to a larger request. |
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Lowball technique |
Salesmen: It's $500 Customer: Oh ok I'll take it! Salesmen: Wait, it's actually $600 Cutomer: ...Ok I'll still take it. |
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Door-in-the-face technique |
Salesmen: It's $800 Customer: Yeah right! Salesmen: How about $600 Customer: ...Ok |
