Petar and Nikolas love the house that they just toured. It is a short sale for 180,000, which is a great price. They are very excited and want to put in an offer.
After they begin the paperwork, their realtor tells them that the price does not include the fixtures or the appliances. Those will likely cost an extra 20,000. What tactic is the realtor using?
a. lowballing
b. bait and switch
c. intrinsic motivation
d. priming
Question 2
Carla has just written out a check for 18,999 to pay for her new car. Although the salesperson had initially accepted her check, she is now told that there was a mistake and that the final total should really be 19,250.
Carla writes another check to cover the difference so that she can drive out with her new car. Carla has just fallen prey to a questionable sales practice called
a. lowballing.
b. bait-and-switch.
c. the dissonance game.
d. keep em guessing.
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