Nathan has done a significant amount of research and is now shopping for a new cell phone. After browsing through his options, he decides on a $50 phone. Before finalizing the sale, it is mentioned to Nathan by the salesperson that there is a $20 dollar activation fee as well as a $15 new plan charge. Which of the following is true?
A)
A suave salesperson would likely be most effective at convincing Nathan to purchase a particular phone by communicating in a clear manner why a phone was the best.
B)
In order to persuade Nathan to buy a particular phone, the salesperson should present to him an argument with peripheral appeal for why that particular phone is best.
C)
According to the foot-in-the-door effect, the salesperson influenced Nathan's purchase by demanding that Nathan pay the two additional fees on top of his original purchase.
D)
According to the low-ball effect, Nathan will agree to pay the additional charges because he has already agreed to the purchase and would likely see the fees as unavoidable.
Anaswer: D