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

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.



Citation:

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 , Carolyn Yoon, and , Duluth, MN : Association for Consumer Research, Pages: 467-469.

Authors

Simon J. Blanchard, Georgetown University, USA
Kurt A. Carlson, Georgetown University, USA
Jamie D. Hyodo, Pennsylvania State University, USA



Volume

NA - Advances in Consumer Research Volume 43 | 2015



Share Proceeding

Featured papers

See More

Featured

The Effect of Psychological Control on Temporal Discounting: Conceptual and Methodological Implications

Kelly Kiyeon Lee, Georgetown University, USA
Selin A. Malkoc, Ohio State University, USA
Derek Rucker, Northwestern University, USA

Read More

Featured

H4. Anthropomorphism Moderates the Effect of Ownership on Self Perceptions

Qiang Zhou, University of Texas at San Antonio, USA
Dengfeng Yan, University of Texas at San Antonio, USA

Read More

Featured

Remind Me of What I Have: Thinking about a Favorite Possession Mitigates the Negative Impact of Inequality on Subjective Well-being

(Joyce) Jingshi Liu, Hong Kong University of Science and Technology
Amy Dalton, Hong Kong University of Science and Technology
Anirban Mukhopadhyay, Hong Kong University of Science and Technology

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.