User:852014009z

My Reciprocation Story with Store Sales

The usage of the rule of reciprocation can be simply defined as the applications or methods to use the education of reciprocity rule. Due to the significant competitive advantage humans earn from the reciprocity rule, People get used to hate people who only know what to take without giving back and don't want to be the people like this.

Under this situation, the rule of reciprocation has some significant features, which overwhelm the factors that normally influence compliance decisions; Including natural indebting force inherent in a free gift; May cause unequal exchange ...etc.

Among these, one of the typical skills of using the rule of reciprocation is Rejection-Then-Retreat, which can be explained as proposing a larger request at the beginning rather than proposing a real request. The key point of this skill is concession. So, in fact, the real request doesn't need to be a really small request but just needs to be smaller than the first one. As long as the first requirement is kind of reasonable, the concession may cause stimulate a return concession. The requestee may feel greater responsibility and satisfaction during this process.

In my personal experience, The usage of the rule of reciprocation such as Rejection-Then-Retreat has been widely used in my life and society. One of the typical examples in my life was when I go shopping in a designer shop such as Saint Laurent. The sales always recommend to me some very expensive products at the beginning, After I say it is too expensive, then they will take out some cheaper but still high price products and suggest them to me. Although most times this product still does not meet my requirement I will take it. Now I realize it is a kind of usage of the rule of reciprocation.

Actually, I have this experience every time when I get into this store and every sale did it. So It may be general sales training.

In this process, The sales in this store are the user of the rule of reciprocation, and the requestee is me. Once I step into the store the sales start to ask what I want and suggest me some products. Regardless I have a target product or not, they will recommend or ask me to buy some expensive products first. At this moment the free selection process will become the process of using Rejection-Then-Retreat. There are only two results, in which I bought something that I may not really need or I reject and leave earlier because I feel I have not done the concession back.

This story illustrates the use of the skill of Rejection-Then-Retreat or the rule of reciprocation in sales areas. In fact, even customers can feel or know it is a sales routine or the rule of reciprocation. But this skill is still efficient. This tactic is used as a reliable means of obedience that make me buy stuff within my acceptable range even if I don't like it. I feel uncomfortable when I reject others. I find it now that especially during the Rejection-Then-Retreat. And if I accept the requirement, I feel like completed a mission.