“Dealing with Salesmen in Stride: Persuasion in the Footwear Industry.” Mark Melby Concordia College “I agree that I have adhered to the college’s expectations of integrity in the completion of this assignment.” Mark Melby I would say I have been a consumer ever since I had my own money to spend. I have been shopping many times since I could call myself a consumer, and I have not thought, in depth, about persuasion in sales until now. I attempted to be persuaded to buy a computer or a tablet at Simply Mac at West Acres Mall in Fargo, but the two salesman in which I came in contact did not pressure me into buying either. There were very few persuasive strategies involved, and I felt as if I had to carry on the conversation. …show more content…
I was surprised by the lack of interest, especially since the laptops I was looking at ranged in price from $1,000 to $1,500. I infer that this was the case due to the location of the store (a mall) and the fact that those salesmen likely encounter dozens of people who come into the store for repair questions or simply just to look. When I think about it, often times the question is asked to me by a salesman, “can I help you with anything?” I assume the typical response is “I’m just looking around.” With that being said, it’s more clear to me why the opportunity was less than successful. After careful consideration of what to do next, I decided to go to a shoe store. I went to Tradehome in West Acres. Before I left for my encounter, I had to reconsider what I assumed would be done by the salesman at Tradehome. It was frustrating to have to reestablish ideas and questions, but I felt that it would be a better experience based on my previous visits to Tradehome and other shoe stores. Using the information I have learned from class, I will predict how the sales representative will approach the sales situation, work to collect a list of strategies used, and include how I resisted these sales techniques. The salesman had a current events advantage because the brand names of footwear are generally extended through media, thus the chance of the consumer having prior knowledge is more likely. I assumed the salesman would use rational arguments such as specific examples, evidence, and any other logical advice in his persuasion. I thought he/she would use language tactics such as metaphors, euphemisms/dysphemisms, powerful imagery, and antithesis in the description. Humor was a strategy I expected, so that he/she could get me to feel comfortable while trying on shoes. With footwear being a recognized need by anyone in the United States, I anticipated the salesman to issue this in terms of a need for a specific type of footwear such as boots for the upcoming winter. Like any form of persuasion, the underlying objective is to change one’s attitude, belief, or behavior about something. I did not think the salesman at Tradehome would try to change my attitude or belief about a particular shoe, brand, or style, but I did anticipate he/she to try to change my behavior. I was ready for the salesman to persuade me to buy a pair of shoes. I predicted a central path to persuasion to be used; when purchasing shoes, the decision is typically planned because of the amount of use, the impact on one’s foot, and the steep price tag for shoes of exceptional quality. I predicted that the salesman at Tradehome would use the idea of conformity to his/her advantage. Without having much knowledge about footwear, myself, I expected the salesman to convince me to buy a particular pair of shoes solely because I would think he/she was correct. Another facet to the idea of conformity, normative influence, was something else I was expecting. In a consumer-driven world, especially in clothing, the question, “don’t you want to be like everyone else?” was something I expected even if it was not advanced explicitly. I assumed another language tactic, ultimate terms, would be used in comparison of one shoe or brand to another. The same was expected in comparison of the Tradehome company with other companies or shoes stores in West Acres and/or the Fargo area. Finally, I expected a sale to be mentioned, so that I would be able to justify a potential purchase based on the amount that I would save instead of the amount I would spend. I came in contact with a salesman at Tradehome, named Wes, who immediately approached me, greeted me, and asked what I was up to. He used great customer service skills from the beginning, many of which could be labeled as persuasive. He had a sociable face, looked interested in assisting me, and was very friendly and easygoing. When I told him that I was looking for casual boots for the winter season, he immediately asked what size I wore, took a detailed measurement, and went to the back room to gather a few pairs of shoes for me to try on. Wes returned with three different pairs of shoes, so it was clear that he did not want to limit my options He claimed that one of the pairs he brought up were “super comfortable.” I later learned that he, and the other staff, wear some of the products from Tradehome to work. This provides another level of persuasion as he had a personal experience with a specific product to the point where he could endorse them. At the time, I was wearing a pair of Sperry’s, so he commented, “oh yeah, you already know about those Sperry’s.” I felt that this was a reaffirmation of the quality of the product, so that I would consider buying another pair. It was impressive that he voluntarily asked about my size and brought up some shoes to try on without me having to ask. As I had time to wait, I noted that all of the salesmen in the store had the same intentional attitude towards the customers. Everyone was greeted and assured to be assisted in whatever way needed. Wes used a rational appeal when he talked about the type and quality of leather used for the brand of shoe, Ecco. He also mentioned that the shoe was so comfortable, many of the employees at Tradehome also owned the same brand. This tactic would fall under the umbrella of normative influence: a sense of peer pressure or the need to be like someone else. When I tried on one of the shoes, the comfort level was lacking a little. I mentioned that, and he immediately added that they sold soles that can be purchased to put into the shoes to provide more comfort. He even asked if I wanted to try one in the shoe, but I declined because I didn’t want to come closer to conforming. Wes did not use any emotional appeals, as I expected. Subsequently, the Wes made an attempt to change my behavior. He acted with haste, and had an inherent intention to get me to buy a pair of shoes. Unlike other stores I have been to, the Wes had a goal to provide noteworthy customer service in an attempt to better persuade me. He gave me a pair of Sperry boots. I tried them on and claimed that they were the most comfortable ones I had tried on to that point. When I said that, he quickly asked if I wanted to try on the other shoe to see if it felt comfortable with both. This suggestion prompted me to think that he thought I was ready to purchase them. Moreover, he continued to explain how good the pair of boots were, their quality for the winter season, and how they were one of the best shoes in the Sperry line. He used an allusion when he said that the respective type was the “cream of the crop.” I said I was not interested and justified the assertion by saying I was a college student with tuition to pay, that I would need to check prices elsewhere, and that I would be abroad for a majority of the winter (thus, the need for winter boots would not be as crucial.) He then went on to disclose the products scarcity in the store. “There are only two pairs of this boot left in store,” claimed the Wes. He also said that he could not hold them until a later day, and that I should buy them as soon as possible. He concluded his opportunity by handing me a business card with his name on it. This tactic made it even more personal, and I believe the overarching persuasion came through with his personal, comfortable style. He tried to portray himself as any other guy rather than a salesman by trade. He exemplified these traits by expressing interest in my profession. Atmospherics: Tradehome utilizes several forms of persuasion in its atmosphere.
First, music was playing and was at a volume that almost anyone could hear. The country genre gave the atmosphere a comfortable, Midwestern feeling. The music lightened up the environment of the store and made it a fun place to be. By the front windows, fall decorations were hanging which gave the establishment a festive feeling. On each wall, there were lights pointing at the shoes, making it easier to see the products. All of the footwear was displayed for the customers to see. From would I could tell, there was no attempt to persuade with smell or taste. There was no noticeable scent and they did not provide any food or drink to use as …show more content…
persuasion. Effectiveness of strategies (Good or bad): Wes was effective in terms of his customer service skills, positive energy, and social attitude. All of these were traits that made him a more persuasive salesman. He was successful in the way he tended to customers. He treated me as a guest, provided me with many different types of shoes to try, and made a great attempt to answer any questions I had. I mentioned that he used some rational description for one pair of shoes (type of leather), but he lacked detailed description on many of the shoes. It seemed as if Wes described the shoes in superficial detail. Wes’s attempt to approve the degree of quality for the Ecco brand of shoe didn’t convince me because I did not hear this from anyone else. Although he was extremely helpful, I knew I wasn’t speaking to someone with years of involvement in the footwear industry. How I resisted… What compliance tactics were used?
The situation in which I found myself did not offer the opportunity to negotiate. I was certain that Wes was not going to lower the price of a pair of shoes regardless of my attempt to negotiate. I focused a majority of my compliance resisting on justification. Once he was done presenting me with all of the shoes, I said I was uninterested and explained, as I previously did, that I would need to look elsewhere to examine prices, that I had tuition payments to pay, and that I would not get much use out of the footwear due to the fact that I would be out of the region for a significant portion of the winter
season. Conclusion… How did this experience help you understand persuasion better? Although there were some challenges and surprises, this pressure sales opportunity gave me a richer understanding of what persuasion is, how it is used, and how I can be ready with tactics of resistance in situations where the other party is in search of conformity. As I have already learned, persuasion is everywhere. Persuasion in sales is simply one of the many ways persuasion is used. It carries a high level of importance in sales because businesses are constantly trying to market their product or service to many publics. With that being said, one can establish a successful career in sales when utilizing persuasion techniques.
Summary – It can be very useful when things do not tend to fall your way by then switching things up on your opponent and using their most positive words in order to make it look negative. Every argument needs facts and if that does not work for you, you should probably redefine the issue being made. The importance and relevance of the argument should be taken into consideration. Remember that manipulating the definition of things in your favor is the way to go.
In David Brook’s, “One Nation Slightly Divisible” and Jonathan Rauch’s, “In Defense Of Prejudice, both writers make valid points. Both authors also have a common technique; Brook’s and Rauch seem to have biased viewpoints towards the subject matter. But although these two authors share this similarity, one author stands out in how he uses the bias to his advantage or even to the advantage of the audience to better understand and be convinced by his ideology. Although both authors seem to have biased viewpoints, their bias fuels their arguments in efforts to successfully fulfill their purpose. David Brook’s appears to structure his biased viewpoint in a way that exhibits a more pervasive bias than Jonathan Rauch in how he uses the bias to incorporate
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases
While reading George Saunders’ Short story collection, In Persuasion Nation, it is easy to see that Saunders is using literary fiction with a hint of science fiction to convey a central message in each of his short stories. Saunders offers us a glimpse into a possible sad and scary future. Saunders’ loony characters play a huge role in the final production of a meaningful message. The protagonist is often the most morally sound of the characters, so this gives the reader a closer connection with them. Another factor in determining the way Saunders’ message is conveyed is the ridiculous unpredictableness of the plot. While the reader understands the message it makes it seem less scary or serious when the moral of the story is coated with humor. The use of outlandish story elements show the use of science fiction in his stories, but each story serves an intricate subject and this fundamentally shows Saunders’ rhetorical meaning. In Saunders’ short stories, Jon and My Flamboyant Grandson, the protagonists are well-developed characters that are easily relatable. The way Saunders separates the relation between reader and character is by placing them in the possible future. Because they live in an alternate universe these characters are also somewhat of an unreliable source for information; we cannot truly grasp what is happening in their minds. Saunders characterizes his protagonists as having better morals and a more clear thought process than the supporting characters by the way these characters either think, speak, or act.
“The Corner Store” by Eudora Welty, Welty is very descriptive when discussing the store that was in her hometown. Throughout the essay, she creates a dominant impression by her use of sensory details such as touch, taste, smell, sight, and hearing. Welty attempts to create a description of the store that demonstrates a friendly old fashion atmosphere which in paragraph eight she expresses with the use of the sensory detail sight. The author uses the sensory detail sight when she describes the store in great detail. For example, the barrel that held the cold drinks, the color of the water, the soda flavors, and her favorite soda that only exists locally. Then she continues by describing Mr. Sessions always prepared in front of the barrel to
Fisher, Roger, William Ury, and Bruce Patton. Getting to yes: negotiating agreement without giving in. 2nd ed. New York, N.Y.: Penguin Books, 1991. Print.
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
However, at the end of the presentation they broke up the formal meeting to talk with people individually about any questions they had. My one-on-one conversation with my friend was really the only time I needed to use compliance-resistance. The threat of getting an F made it easy to stand behind my resistance. I started by simply using non-negotiation. I told my friend that I appreciated him thinking to share this opportunity with me, but that I wasn’t really interested. He pushed on, so I had to use justification, and a little negotiation to finally end the conversation. I told him that I just had no means of money, and that I needed to discuss things with my dad. Then I negotiated by telling him that if I could get those things straightened away and was still interested, that I would reach out to him to get more information. He told me he would reach out to me in three days (which he did), but that was finally enough to end the pressure sale for the
...rity, as with as much in life, involves a system of interconnected rights and responsibilities that reflect our mutual dependence upon one another. The success of our individual efforts in this course, as with so much in life, depends on all of us conscientiously exercising our rights and living up to our responsibilities. And the failure of any of us--even just one of us--to do what is required will diminish, however slightly, the opportunity for the rest to achieve their goals. That is why it's essential for all of us in this class to practice academic integrity, n both senses of the word practice. For practice today will lay a solid foundation for practice tomorrow, and the day after that, and the day after that, so that through daily practice integrity will come to woven throughout the fabric of our lives, and thus through at least a part of the fabric of society.
According to the text , Social Psychology, “social psychology is the scientific study of how people think about, influence, and relate to one another”(pg. 4) this is viewed in a variety of social topics incorporating group behaviors, attitudes, conformity, obedience to authority, stereotypes and peer pressure. Outside factors can have a positive or negative affect our view of ourselves and each other. These outside factors are used to persuade and influence group behavior. Persuasion is defined as “the process by which a message induces change in beliefs, attitudes, or behaviors” (Myers, 2010, pg. 230). The principles of this process of persuasion according to researchers, Robert Cialdini and Thomas Davidson, are attractiveness and likeability, reciprocity, social proof, consistency, authority, and scarcity (Davidson, 2008)(Myers, 2010, pg. 237). These principles of persuasion impact our self-perception, our attitudes and behaviors, and our culture.
Negotiating styles are grouped into five types; Competing, Collaborating, Comprising, Avoidance, and Accommodating (Colburn, 2010). Even though it is possible to exhibit different parts of the five types of negation styles in different situations, can see that my tendencies seem to default to, Compromise and Accommodating. In reviewing the course work and reviewing my answers for Questionnaire 1 and 5, I find that the data reflects the same assumption. The accommodating profile is one where relationship perseveration is everything and giving what the other side wants is the route to winning people over. Accommodators are well liked by their colleagues and opposite party negotiators (Colburn, 2010). When analyzing my accommodating tenancy in negations, I find often it is easier to give into the demands when they are within a reasonable range. I often consider it the part of providing a high level of customer service. It has been my experience that continued delaying and not coming to an agreement in a topic will only shorten the window in which you will have to meet the request since. The cons to this style are by accommodating highly competitive styles the accommodator can give up to much ground in the process. “Giving away value too easily too early can signal to your negotiation counterpart that you've very deep pockets, and your gift is just a taster of bigger and better gifts to come”. The other negations type I default to is compromising. Compromising “often involves splitting the difference; usually resulting in an end position of about half way between both parties’ opening positions” (Colburn, 2010). In the absence of a good rationale or balanced exchanged concessions, half way betwee...
Every day in our life's we are persuaded to make choices. Persuasion is a very
Persuasion is an important aspect of communication, certainly a significant business activity. Regardless of whether this comes in the form of a sender influencing a party or the receiver itself is being influenced. Typically, this could come in the form of a salesman or, even a manager communicating with key stakeholders, such as potential investors.
Academic integrity holds a great deal of weight. This includes honesty in the work produced, as well as being able to accomplish the work. Responsibility in addition plays important factor into integrity. I see responsibility as owning up to what has to be done and getting done. If I have an assignment due, I need to have that obligation completed by the set due date. Trust also helps with this. As a freshman, I have to trust that my professors will give the right amount of time to do assignments, and in return I must do the work I’m capable of.
In conclusion, the issue of academic integrity does not only affect an individual, but also an institution. Therefore, it is the duty of students and schools to ensure that ethical principles are upheld all the time. Moreover, institutions of higher learning should deal with all reported cases of academic dishonestly severely to deter others. In addition, a culture of academic integrity should be promoted. For students, it is even more important because it helps them to avoid losing a potential career due to misconduct. Moreover, upholding the values of ethics and integrity provides them with intrinsic