Cialdini (2001) provides many compelling insights into how choices are influence

Question

Cialdini (2001) provides many compelling insights into how choices are influenced. Even though marketers are barred from outright deception, you can still find examples of information or promotions designed to lead customers in a direction that may not be in their rational best interest.

Some theorists suggest that rationality only plays a part in one’s decision toolkit. Outside influences (one such example is authority figures hawking goods or services) bear upon the choices you make. It is a susceptibility to these outside pressures and social constructs that may lead you, as a decision maker, away from well-reasoned optimization. The ability to manipulate an individual along these lines leads to the use of nonrational techniques, which are recognizable in the marketing efforts that can inundate your life.

Review the article “Harnessing the Science of Persuasion” by R. B. Cialdini (2001) from this module’s assigned readings. Consider Cialdini’s insights on nonrational techniques.

To access the following article follow the steps listed below:

Cialdini, R. B. (2001). Harnessing the science of persuasion. Harvard Business Review, 79(9), 72–79.

Launch the Online Library

Click on the Database List button on the library homepage

Next, click on the link for Business Source Complete

Enter in the complete title of the article with quotation marks into the search box and then click search (i.e. “Harnessing the science of persuasion”)

Click on PDF Full Text to read the article

Respond to the following:

Consider the last two major purchases you made, and list the techniques that may have swayed your choices. Why do you think these techniques impacted your decision?

What would you do in the future to avoid these psychological pitfalls?

By the due date assigned, post your response to the appropriate Discussion Area. Through the end of the module, review and comment on at least two peers’ responses.

Explanation / Answer

ANSWWER::

Nowadays product marketing and selling has become the most essential component to increase the business or sale of a particular brand or product. Sometimes products with inferior quality attain more sales or business than the better brands, because of aggressive campaigning and marketing of the same.

Potential customers don’t have much time to look into the product specifications or other technical aspects, hence they believe on what they are made to perceive about that particular product.

Recently I made a purchase of a Plasma TV set of a particular brand “X”. When I entered in the shop, I had been planning to brand “Y” but the way sales-person explained about the product and specifications, I had to give up my mind to but brand “Y” and was drove to the decision of buying the brand “X”. The kind of explanation and features he was describing about brand “X”, made me to realize that buying brand “Y” would not be a wise move. I bought the brand “X” and brought it home. But later on I realized that even brand “Y” with little cheaper cost is offering the same visual and perceived values which brand “X” has been offering, bought at little higher cost.

Hence it becomes very important to collect the maximum review of a particular product from different brand before visiting the showroom. Having decent knowledge about product specification would ensure that we are not falling prey to these psychological pitfalls and we can also ask some good question to judge the credibility of the salesperson.

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