Marketing Sample Paper on Rational Persuasion

Rational Persuasion

Convincing a Client

            Convincing a client to purchase a product from a specific organization rather than the competitors requires the use of rational persuasion techniques. I was faced with a situation where I had to convince a client to purchase footwear from the company I was representing. The prices of the footwear business are almost inelastic because the cost of production and the subsequent costs of bringing the product to the market are uniform in all organizations. In most cases, organizations that sell footwear do not have the control of the prices of the products. Manufacturers set the prices of footwear, thus making it hard for retailers to adjust the prices. As such, the competition in the market is in the ability of the sales person to convince the consumer of the other financial and social benefits that come along with purchasing the product (Grobe 22).

            The customers interest in this scenario included security, economic well-being and the degree of control of one’s life. The customer required a product that would serve their needs for the longest time possible at the lowest price. Additionally, purchasing the footwear would give the customer a certain control over her life. On the other hand, my interest included a sense of belonging and recognition. Selling the goods to the customer will earn the company recognition in the market. Additionally, I would receive recognition in the organization as a competent sales person. On the other hand, the footwear gave the consumer a sense of belonging. Different footwear are associated with different social status within the society (Grobe 9). As such, the footwear would help the consumer identify with the right class of people within the society.

            Both the customer and I were quite informed about the product.  I understood the specific needs of the consumer such as the need to fit in the right status within the society, hence my success in convincing them to purchase the product. The customer understood the value of the product and the credibility of the production company, which aided in the negotiations. Both parties had the relative bargaining leverage (Tsai 79). The customer could acquire the product from a different store while the sales person would achieve the required sales from a different consumer. The timing was ideal for both sides because the client needed the product, and the sales person had the item ready.

            As mentioned earlier, the prices of footwear are fixed so I could not lower the prices to convince the client. However, I convinced the customer that some of the profits earned from the sale of such products would be used in helping the needy people within the society. The information that I had about the class of people that wore such footwear enabled me to appeal to their desire to help the society in any way possible. I explained how the organization has been of benefit to different charities within the society that are well known to the client. Further, I explained the plans of the company to invest in a charity organization that helps the children affected by HIV in the developing nations to acquire ideal education and health services. The major limitation of the rational persuasion technique, in this case, was the lack of an ideal incentive to persuade the consumer. In the future, I would prefer to use a combination of persuasion techniques if faced with the same situation (Tsai 89).

Persuading Team Members to Work Extra Hours

            As a team leader, I had to persuade my fellow workers to work for ten hours five days in every week rather than eight hours for six days in a week. We were to carry out different tasks that required a maximum of ten hours to complete each. As such, the team needed to work an extra two hours than the normal shift to achieve the intended goals. Some people prefer spending short periods with their families every day. Therefore, I had to convince the staff that the time family time would be compensated during the weekend and the extra day of rest.

            The team’s interest included security, economic wellbeing, and recognition. Achieving success in the team project will lead to promotions and possible wage increment for the team. Additionally, the team that succeeded in producing better results would achieve job security, which further relates to the economic stability of the team members (Grobe 21). The company rewarded productivity; therefore, completing each task will guarantee the team member recognition within the company. Team working gives employees a sense of belonging. Consequently, when employees influence the success of the company they become aware of their contributions to the firm hence a sense of ownership. As a team leader, the same interest applied to me because I was part of the team.

            The entire team was quite informed of the requirements of the company on the team. Everyone understood what was at stake in case of failure, thus making it easy to convince the team. As a leader, I understood the needs of different people from the group, which gave me an upper hand in persuading them to take the deal. Most of the team members were unmarried or young couples who needed time to party and go out. Therefore, working extra hours to have one day off was an ideal offer. The consequence of not reaching an agreement was a step one, but the alternative would still have yielded the results. As such, the team had a higher bargaining advantage than I did (Tsai 100). Time did not have an impact on either party because we had the same deadline.

            To get the team to do what I preferred, I convinced them that working extra hours would give them enough time to enjoy their social lives and remain productive. Working for six days a week compromised the quality of the teams work because people would be tired and missing their social lives. As such, working extra hours in a day allowed the team members to improve their personal productivity and achieve the intended individual success. Consequently, the extra hours would allow employees to exploit their potential and allow members to grow in different areas of their lives. Spending more time with colleagues in a day helps employees to develop ideal behaviors necessary for growth and development in the workplace. Therefore, I convinced the team that if we worked together for the extra two hours in a day we would get to know each other better and learn how to handle different situations in the workplace. In general, I appealed to the team that my proposal would help us balance our career and social lives. The approach did not depict any limitation in this case. However, in the future, I would prefer to use a mixture of persuasion approaches of faced with a similar situation (Grobe 26).

Works Cited

Grobe, Christian. “The power of words: argumentative persuasion in international negotiations.” European journal of international, 16.1 (2010): 5-29. Print.

Tsai, George. “Rational Persuasion as Paternalism.” Philosophy and public affairs, 42.1 (2014): 78-112. Print.