The “that’s-not-all” compliance-gaining technique: when does it work?
The that’s-not-all (TNA) compliance-gaining technique offers a product at an initial price and then improves the deal by either lowering the price or adding an extra product before the target responds to the final and adjusted offer. A meta-analysis with 18 comparisons examining the effectiveness of...
| Main Authors: | , , |
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| Format: | Article |
| Language: | English |
| Published: |
Taylor & Francis Group
2019-04-01
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| Series: | Social Influence |
| Subjects: | |
| Online Access: | http://dx.doi.org/10.1080/15534510.2019.1634146 |