Obligation has been used as a persuasive technique since the beginning of time. We see companies offering free downloads, free estimates, or gifts in hope of opening the door to persuasion. You probably have attended a party at a friend’s house. You know they are promoting a product or business. You arrive out of friendship; you eat their refreshments, enjoy their hospitality, take their free gift, and feel an obligation to buy or do something. So, what do you do? You order the cheapest item in the catalog to get rid of the obligation or indebtedness we feel to the host.
The Law of Obligation
Mood Matters
Prejudging and Making Assumptions
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