Question

How can a business use the 'progressively escalating commitmet' technique?

A) By demanding immediate and substantial investments from customers.
B) By providing small initial offers and gradually increasing their requests.
C) By requiring long-term contracts with customers from the start.
D) By offering a one-time, fixed-price package to all customers.

Answer 1

Businesses use 'progressively escalating commitment' by starting with small initial offers and then increasing requests over time, which encourages customers to make larger commitments after having accepted the initial offers.

Step-by-step explanation:

The 'progressively escalating commitment' technique can be used by a business in various ways, but primarily through the strategy of providing small initial offers to customers and then gradually increasing their requests. This approach helps in establishing a relationship with customers, who after accepting the initial offer, may feel a sense of commitment and be more willing to agree to subsequent, larger requests. This tactic is part of a larger set of influence and persuasion strategies businesses use to increase customer commitment and sales over time.