Final answer:
The technique is called the foot-in-the-door technique, which involves getting a person to first agree to a small request and then later making a larger request. A store owner could use it by first selling a small item like a data plan and then upselling a larger item like an extended warranty.
Step-by-step explanation:
The technique of obtaining a commitment and then raising the cost of the commitment is known as the foot-in-the-door technique. This persuasion strategy involves first getting someone to agree to a small request, like buying a basic item or granting a minor favor, and then later making a larger request, such as purchasing a more expensive item or agreeing to a significant favor. The concept is based on the principle of consistency, where people prefer to act consistently with their previous behavior.
For example, in a retail setting, a store owner could apply the foot-in-the-door technique by first selling a customer a latest model smartphone with the best data plan. Having agreed to this smaller purchase, the customer is more likely to feel committed and subsequently agree to buy a bigger item, such as a three-year extended warranty for the phone. This approach leverages the buyer's desire to be consistent with their initial agreement and increases the likelihood of completing the larger sale.