The influence of ‘low-balling’ on buyers' compliance: Revisited

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Abstract

Central to the low-ball strategy is the revocation and subsequent alteration of an integral part of an offer after a target subject accepts. Allegedly used to some extent in the automobile industry, it has drawn criticism as an unethical and characteristically deceptive practice. Yet, is such a strategy really effective in increasing customer compliance in real commercial settings? Using a sample of 160 subjects, the low-ball procedure was again tested. Although effective, its predicted superiority over several competing strategies was unconfirmed.

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