ABSTRACT

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 the TNA strategy found that the technique is a reliable method for increasing compliance (r = .16). Moderator analyses showed that the technique is effective when the purchase of a product is requested, when the price of a product offered in the final request is lower, and when the concession size is not too large. It is argued that the principles of hedonic editing and mindlessness account for the TNA effect.

摘要

这不是全部（TNA）合规性获得技术以初始价格提供产品，然后在目标响应最终和调整后的报价之前通过降低价格或添加其他产品来改善交易。一项包含18个比较的荟萃分析检查了TNA策略的有效性，发现该技术是提高合规性的可靠方法（r = .16）。主持人的分析表明，该技术在请求购买产品，最终请求中提供的产品价格较低以及优惠规模不太大时有效。有人认为，享乐编辑和无意识的原理解释了TNA效应。