Question

In: Operations Management

briefly describe and summarize in 300 word the Persuasion and Influence for buying a car to...

briefly describe and summarize in 300 word the Persuasion and Influence for buying a car to the dealership, according to the discussion below?

I am just returning home from purchasing a soccer shoes from the Nike outlet store. This is to prepare me for my summer soccer games. I vividly experienced the art of persuasion in display at the store by the sales associate that greeted me. Using his skills of persuasion and his eloquence, I was persuaded to charged the purchase of the pair of shoes on my credit card even though I didn't have sufficient cash to complete the purchase today. His charisma and eloquence stood out to me as he took me through other items in the store. According to Cialdini in his work "Harnessing the Science of Persuasion", the act of persuasion is an art. For an individual to exhibit that art perfectly, he must be charismatic and eloquent in his delivery of his message. These two attributes were perfectly exhibited by the sales associate today.

To avoid such psychological pitfall from happening the next time I go out to window shop, I will make sure I go prepared to make a purchase or try to completely avoid the power of the sales associate when not prepared to make any purchase.

Reference

Cialdini, R.B. (2001). Harnessing the Science of Persuasion. Harvard Business Review, 79(9), 72-79

Solutions

Expert Solution

Persuading or convincing someone to buy something or believe in that particular product is a great art.

A person with pleasing personality or influencing words has a greater advantage of convincing other people to sell the particular products or ideas.

Think of the sales boys are girls who come to our doorsteps to sell their products and sometimes despite not willing to spend money on those items, we sometimes get convinced to buy the product. It all happens because they have strong convincing and marketing traits and we start believing in their words, what they tell during that brief or sometimes lengthy conversation.

Let’s take a case of persuading and influencing someone to buy a car to the dealership. Sometimes potential customers do visit the Car showroom but not with an intent of booking the car in their first visit. Cases where customers come and just have a look at the array of Cars available in the showroom, chances of buying a particular Car by them are fifty percent. They may see that particular model and plan to review few more cars before the make up their mind to purchase that particular brand or model.

Here comes the role of sales boys to seize that particular visit or opportunity to convince those potential customers to commit for buying that Car at that time itself. This action ensures that customers are not going to visit other stores or showrooms nearby. A pleasing or charming Sales boy or girl with proper knowledge of the cars can be quite handy in this scenario. Greeting the customers with enticing energy and making them comfortable at the showroom would ensure that their half job is done.

The next step is to initiate a conversation and keep the potential customers interested enough in knowing a particular brand of car from the closed quarter. Facilitating and offering a good financial offer or schemes for the payment would almost ensure that customer is almost convinced to buy that Car.


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