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Low-ball and compliance: Commitment even if the request is a deviant one

机译：低调和合规：即使要求是不正确的，也要承诺

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Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. Studies have shown that this approach is more successful than when the less favorable request is made directly. However, the effect of this technique on more problematic and costly requests remained in question. In two experimental field studies, a request was made to participants and, after agreeing, they were informed that the request referred to deviant behaviors. Results showed that the low-ball technique remained effective with both men and women. The theoretical power of commitment is discussed to explain these results.
机译：低价球是一种旨在通过提出一个非常有吸引力的初始要约以诱使一个人接受要约，然后使条款变得不那么有利而获得遵守的技术。研究表明，与直接提出较不满意的请求相比，这种方法更为成功。但是，这种技术对更多有问题且昂贵的请求的影响仍然存在疑问。在两次实验性实地研究中，向参与者提出了一项要求，并在同意后告知他们该要求涉及异常行为。结果表明，低球技术对男女都有效。讨论了承诺的理论力量来解释这些结果。

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