Chapter 11 Artifacts

Studying Abroad & Pregiving

Last semester, I studied abroad in Rome, Italy. By the University I attended, there is a piazza called “Piazza del Popolo” and almost every time I walked through it there were men shoving roses in my face, trying to get me to take it. I also saw these people with toy cars, trying to attract young kids to pick them up and make their parents buy it for them. These men were mostly targeting tourists or people that did not know once you physically held the rose in your hand they would beg and follow you until you gave them money, so locals obviously knew better.

All of these are examples of pregiving which is doing favors or offering gifts in advance. The textbook talks about how real-world persuaders are known to put the tactic of pregiving to use. The book refers to the men I was talking about as “panhandlers.” They say the panhandlers wait a block or two from a well-known tourist destination. Once there, the panhandlers ask for a donation for the unrequested and unneeded service they just did (Gass & Seiter, 2018 p. 262).

source: personal story

Girl Scout Cookies & LPC

I was a Girl Scout when I was a little girl. I was the most competitive girl in my troop, especially when it came to selling Girl Scout cookies. I always had a goal to sell the most in my troop so I can get the cool prize for that year. It may have driven my mom a little crazy when all 300 boxes of cookies were piled up in the hall of our house for me to go out and deliver, but I loved it. Each year, I would go around to nearly every house in my neighborhood.

The reason why I would sell so many cookies is because I would not take no for an answer. When someone told me, they didn’t eat sugar or were on a “diet,” I had the perfect sales pitch. I would say, “if you do not want the cookies for yourself, you can buy boxes to donate to the soldiers in Iraq and Afghanistan.” This worked almost every time.

When I read about the legitimizing paltry contributions (LPC) in Chapter 11, I immediately thought about my way of selling Girl Scout cookies when I was younger. The LPC involves letting people know that very small donations would be acceptable (Gass & Seiter, 2018 p. 275). If people did not want to buy the cookies, I would give them the option that they could donate to our soldiers and this almost always worked and increased my cookie sales.

source: personal story

Bait-and-Switch Tactic with European Airlines


I had always heard that flights throughout Europe were often cheaper than flights within the United States. When I was studying abroad last semester, I found this to be true. I thought it must be because the demand to travel around Europe is higher than it is within the United States so prices were a lot cheaper.

My friends and I booked a flight from Rome to Paris for 35 euros, which is crazy cheap. However, after finding these cheap flights, they sold out really fast so you have to book it right away. When I read about the bait-and-switch tactic in Chapter 11, it made me think of cheap European airline prices. According to the textbook, the bait and switch is an effective strategy for gaining compliance (Joule, 1989). I agree with this because these cheap prices got me to purchase airline tickets right away before they would sell out, or prices would increase and I would no longer be interested in purchasing tickets (Gass & Seiter, 2018 p. 274).

However, because the prices are so cheap the quality of service these airlines are offering is not the best. One particular, airline called “RyanAir” is known to be extremely cheap but probably the worst quality of service in any airline I have flown on.

source: personal story

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