Making a Discount Feel Like a Favor: How Pairing an Offer With a Favor Request Helps Seal the Deal

Simon J. Blanchard, Georgetown University, USA
Kurt A. Carlson, Georgetown University, USA
Jamie D. Hyodo, Pennsylvania State University, USA
We demonstrate that, in consumer-seller negotiations, requesting a favor from consumers increases acceptance of an discounted offer made by a seller. The favor request effect occurs through increases in perceived reciprocity and in the confidence that the price offered is the lowest possible. Implications are discussed.
[ to cite ]:
Simon J. Blanchard, Kurt A. Carlson, and Jamie D. Hyodo (2015) ,"Making a Discount Feel Like a Favor: How Pairing an Offer With a Favor Request Helps Seal the Deal", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN : Association for Consumer Research, Pages: 467-469.