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.


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.


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


NA - Advances in Consumer Research Volume 43 | 2015

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