Stress-Influence

Tendency

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Definition:
Keep the pressure on the customer till
they accept the deal.

Car salesman: When they say I have to

talk with the manager,
they usually go back and
drink coffee and leave
you there for 20 30 min.

Example: • Changing the company’s

documents. Paying is easy
• Waiting in lobby. Refunding is hard

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Availability-Misweighing
tendency

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