Final answer:
The foot-in-the-door technique involves securing agreement to a small request before asking for a larger one, while lowballing involves offering a product at a lower price and revealing the higher actual cost later.
Step-by-step explanation:
Differences Between Lowballing and Foot in the Door Technique
The foot-in-the-door technique is a persuasion strategy whereby someone agrees to a small request and is subsequently more likely to comply with a larger request. For example, if a friend agrees to wear a campaign button, they might later be more amenable to putting up campaign signs in their yard. This technique is based on the principle of consistency, as demonstrated by the study of Freedman and Fraser (1966), where people who agreed to post a small sign were later more willing to post a larger sign.
Lowballing, on the other hand, is a different sales technique where a seller offers a product or service at a lower price than it will actually cost. Once the buyer commits to the purchase, the seller then reveals the true, higher price. The buyer, having already decided to buy and possibly feeling committed, might agree to the new price.
In essence, the foot-in-the-door technique involves a sequence of requests, escalating from smaller to larger, whereas lowballing involves a single, deceptive change in terms once commitment is secured. Both techniques aim to secure compliance but employ different psychological principles and strategies.