The low-ball technique, a tactic often used by automobile sales dealers to produce compliance from customers, was examined in a set of three experi-ments. D) the difference between cognitive dissonance theory and self-perception theory. This technique is commonly used in door-to-door sales and political campaigns but can also be. The experimenter phoned students saying that he was looking for students who would be. Related to this Question. The idea is that even though a person is not present, you direct your words and gestures to an empty chair and. The hearer to which the speech is addressed. Based on this information, which of the following is TRUE regarding Mr. We all belong to many overlapping social groups; and within the structure of the group, we occupy a. Blake, one of the bachelors, cheated on his girlfriend while at Stagecoach. Social influence resulting from the mental representation of others or our relationship with them. Study on the Lowball Technique. The second technique is known as the foot in the door technique; when someone begins by asking for something small and then increasing one's requests using the foot in the door technique. At the end of the round, the team with the fewest points owes the winning team that $10. Match words . Study Resources. See also door-in-the-face technique; foot-in-the. CONs. Alma's prejudiced statement is an example of A. I argue that the combined effects of these processes can account for successful FITD demonstrations as well as studies in which the technique was ineffective or led to a decrease in compliance. Example: A car salesperson tells Sheila that a car she is interested in buying costs $5,000. The only difference is that the 'that's not all' method does not do this in negotiated concessions. asking people to make predictions about socially influenced behaviors can cause people to respond as they think they should (wishfully) 2. This is the _____ a. The low ball technique works by starting with a small request that is easy to agree to. highball technique. In Exp I, Ss who agreed to but were not allowed to perform an. 15. These are particularly powerful if, for example, a professional athlete is pitching a. It was first demonstrated by Robert Cialdini and colleagues in the 1970s. Conversely, the salesperson may also use a lowball offer, making it seem like they are giving the customer a great deal, when in. The second technique is known as the foot in the door technique; when someone begins by asking for something small and then increasing one's requests using the foot in the door technique. The theory is that the initial rejection puts the other side in the mood to be more agreeable. Get 1-on-1 Help; Products . Example a - A neighbor who helped you to organize an event Example b - Your favorite dress that looks great on you Example c - Your office chair that allows you to sit straight and avoid back ache Choose the. After a couple orally agrees to purchase an appliance at a special price, the salesman tells them he misquoted the price, indicating it was only available for an out-of-stock model with fewer options. So, for example, if a house is listed at £350,000, offers between £315,000 and £297,500 (or lower, of course) may be considered to fall into this definition. Other practical examples include: A child asking for an allowance raise with the foot-in-the-door techniqueAbout Press Copyright Contact us Creators Advertise Developers Terms Privacy Policy & Safety How YouTube works Test new features NFL Sunday Ticket Press Copyright. low-ball technique. Only the results in the kind of compliance to avoid giving them to low ball technique example of the center of giving them to five primary election in a quiz or combine quizizz! Create an example of how prospects internally make low ball technique example that. This is a sort of fishing to determine if the other party is informed about the actual value of the interest at hand. -foot-in-the-door technique. The persuader does something called “card stacking” where they only present the information that the person supports. Study Questions Chapter 16 Learn with flashcards, games, and more — for free. The Foot In The Door Technique Examples. A. Later, you ask her to read the whole 15-page paper. Low ball technique is a sale and persuasion technique where a service or item is offered to a potential buyer at a price lower than it is actually intended to be sold and afterwards the price is increased to maximize profit. The only difference is that the 'that's not all' method does not do this in negotiated concessions. salesman) deceives you with a low/good offer, but switches to a higher quote price. Cann, A. but when applied correctly, it can become a very persuasive technique. Finding out how firm your counterpart is on the key issues is often helpful in a negotiation. Make low ball technique examples have written. Group Polarization. Foot in the door technique has the potential to cause cognitive dissonance because once the person has changed their views on helping, they would experience dissonance if they did not help again. The example I’ll be using today is the concept of the reinforcement theory, where people actively avoid pain and seek pleasure. Why?. -lowball technique. Once you're hooked, you're more likely to pay up, research shows. She will most likely comply because of the a. 88% (106) View full. A child who wants a parent to fund a night out starts by asking for about three times as much as they really want. “Our software is optimized for mobile. Foot-in-the-door technique. Introduction. Once the person has agreed to the request, the terms of the agreement are. Suzanne is disappointed, but still agrees to the higher priced item. low-ball technique By N. The foot-in-the-door (FITD) technique is not. The low-ball technique, a tactic often used by automobile sales dealers to produce compliance from customers, was examined in a set of three experi-ments. Personal Example . This describes the a. We feel this best represents where the value is and where our offer is at. The low-ball technique is a compliance strategy which is used to persuade a person to agree to a request. Although effective, its predicted superiority over several competing strategies was unconfirmed. Example: After a discussion about racism, members of the group who are racist will defend their attitudes far more strongly than they would have beforehand. Nevertheless, we often do not pull back. This describes the a. The two parties then head to an office to complete the sale. How to Use Foot In The Door Phenomenon in Your Business Strategy. Study with Quizlet and memorize flashcards containing terms like What are social norms?, What are social roles?, What is an attribution? and more. Yet the ads do have an effect: When a website was advertised, traffic increased 65% over the. The low-balling technique is commonly used among salesmen and advertisers. -effort justification strategy. The low-ball technique is when you get someone to agree to one set of terms terms and then change the terms after the agreement has been made. This is a 25-foot-wide, four-bedroom home on a higher floor with two terraces that have city views. Keywords:low-ball; compliance; persuasion; commitment; self-presentation One tactic often used by salespeople, recruiters and the like to increasecomplianceis knownas“throwing the low-ball” or more simply, the low-ball technique (Cialdini, Cacioppo, Bassett,&Miller, 1978). The first request must be small enough for the individual to almost certainly. , 1978) 1 is a compliance-gaining technique consisting of making an attractive initial offer to get a person to agree to the request and. PSY 100. yup! in kaplan theres also the low ball technique; where the person (ex. ” There is also the “ door in the face technique,” the “ bait and switch technique,” and the “ that’s not all technique. This. Updated: 05/17/2022. This is a sampling technique, in which existing subjects provide referrals to recruit samples required for a research study. Conformity. Bait and switch technique C. Suzanne is disappointed, but still agrees to the higher priced item. When selling goods, a market trader starts with a high price. The lowball technique is an aggressive negotiations strategy used by buyers trying to purchase a home in order for them to get the seller to give them a good price. The Low Ball Technique There are some compliance techniques through which a person can influence anyones. , Sherman, S. This is the technique often seen in car sales when the salesperson quotes a. The idea behind it is that the requesters place an offer that is hard to refuse (Kassin, Fein. Click Exit a play dough game. For example, suppose a drug manufacturer would like to research the adverse side effects of a drug on the country’s population. (B) When the person feels incompetent. lowball technique. ” (291) Take an individual purchasing a boat for example. Another commitment strategy that uses the two-part design is the low-ball strategy. a two-step procedure for enhancing compliance that consists of (a) presenting an initial large request and then, before the person can respond, (b) immediately making the request more attractive by reducing it to a more modest target request or by offering some additional benefit. After the buyer shows interest and agrees to the initial price, the dealership may then disclose additional costs such as taxes, registration fees, and optional extras. The theory is that the initial rejection puts the other side in the mood to be more agreeable. Question: Read the below examples and select the one that best describes the low-ball technique. Learn more about Compliance techniques here:Techniques based on Commitment and Consistency. Joule Low-ball versus the foot-in-the-door technique As expected, the low-ball technique revealed to be globally more effective than the foot-in-the-door technique, in terms of both verbal and behavioural compliance. What is example for low ball technique? A classic example of low-balling is when a car dealership lists a car for $14,000 to get you to agree to buy it and later changes the price to $16,000. Sometimes situations turn out to be much worse than we initially thought. Final Pitch – The manager says. ” All of them unique and relatively effective in getting people to change their minds and/or behaviors. This tactic makes an extreme proposal (either very high or very low) in the negotiation. , prompting intention formation, goal-setting. J. Fearless Salary Negotiation Book Bundle;. It was first demonstrated by Robert Cialdini and colleagues in the 1970s. By understanding these rules, you can use them to persuade and influence others. 3. -that's-not-all technique. It was first demonstrated by Robert Cialdini and colleagues in the 1970s. Asking for Feedback Through Video Testimonials on WatchThemLive. foot-in-the-door effect, door-in-the-face effect and the lowball technique. When successful, the tactic results in more compliance than a condition in which people are presented only with the higher price. Doc Preview. The low-ball compliance technique: Task or person commitment? Journal of Personality and Social Psychology, 40, 492-500. This arguably unethical method of gaining agreement from a person is found in sales negotiation scenarios. Expert Help. Attracting potential customers with “good deals”, and then informing them the “bad terms” after having the customers’ promises is called “low-ball-technique” in psychology. This describes the a. The offer will be attractive enough for the other party to it. Rum and Coke, Gin & Tonic, or scotch and soda are all examples of this popular drink option. Traditionally, the salesperson offers the buyer an item at a below-market or average-market price. 00 an hour in the past and I offer 8. changing of one's behavior as a result of other people directing or asking for the change. Oct 5, 2021 - The low-ball technique is a very effective persuasion and sales technique made use of in psychology and marketing. This strategy involves someone making the target request and. The Low-Ball Technique is a technique used in sales and other styles of persuasion to offer products or services at a bargain price in order to first attract a buyer, but then adds on additional expenses to make the purchase less of a bargain than originally thought. d. An example of the omission technique that I witnessed this week was in the show Bachelor in Paradise. L. For example, the willingness to complete a 50-item questionnaire was higher as a result of previously agreeing to a smaller request (e. The Low-Ball Technique is a technique used in sales and other styles of persuasion to offer products or services at a bargain price in order to first attract a buyer, but then adds on additional expenses to make the purchase less of a bargain than originally thought. the effectiveness of low-ball manipulations. This is an example of setting you up. The sellers agent cannot disclose to the buyers agent how much the offers are for, they can only disclose there is. The following are illustrative examples. A salesperson tells you it’s going to cost $5,000. This is an example of _____ social influence, as illustrated in the classic study involving _____. , 1978) is a compliance-gaining technique consisting of making an attractive initial offer to get a person to agree to the request and then making the. The low-ball refers to a compliance technique in which a demand of someone to agree to a request is followed by telling the person the real cost of the request. (1978, experiment 1) 1 examined if students would agree to participate in a psychological experiment, which was scheduled very early in the morning. Step 2: The customer agrees to the offer and makes a commitment. Foot in the door technique has the potential to cause cognitive dissonance because once the person has changed their views on helping, they would experience dissonance if they did not help again. Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. This is the _____ a. d. 309) is when a small request is asked before a large request. Highball and lowball glasses are two of the most common types of glassware found behind a bar. This is an example of good. It is the same when we see a ball flying very low, we can’t help but reach out to catch the ball. a procedure for enhancing compliance by first obtaining agreement to a request and then revealing the hidden costs of this request. The Low-Ball Technique. The technique in which an influencer prefaces the real request by first getting the person to agree to a smaller request is called the ___ technique. successfully dem-onstrated the effectiveness of the low-ball procedure, a close examination of their ex-periments suggests an alternative interpre-tation of their findings. Get Your Foot in the Door. When selling goods, a market trader starts with a high price. Question why is the low ball technique so effective. The "Lowball" Technique . A change in behavior, belief, or both to conform to a group norm as a result of real or imagined group pressure. When that happens, I usually reply with. It involves making a small request first, which then leads to an agreement on a larger, more significant request later on. Low Ball-High Ball is the name of a golf game played in a group of four golfers. Unfortunately, this human behavior can be. Adam Sandler gets himself into a pickle and he needs Jennifer Aniston kids to. For these two criterion, the three low-ball conditions indeed revealed to be moreThe listing agent can tell you the circumstances of the sale. Define the disrupt-then-reframe technique: Disrupt critical thinking by introducing an unexpected element, then reframes the message in a positive light. See also door-in-the-face technique; foot-in-the. Upon the receiver’s refusal, a smaller (target) request is made. a that's-not-all technique b door-in-the-face technique c low-ball technique d foot-in-the-door technique and more. This article will walk you through the steps of a psychology-backed, field-proven lowball technique which works (almost) every time. The core of the lowball technique consists of soliciting commitment from customers with a particularly seductive offer and then changing the deal for the worse. You agree to buy it right then and there becausthe low-ball technique. Which of the following is the best example of the foot-in-the-door technique of persuasion? A. Sampling techniques can be used in research survey software for optimum derivation. However, the seller will then increase the price without warning. Méta-analyse Many techniques have been found in social psychological literature for gaining compliance with a request (see Dolinski, 2016 for an exhaustive. Get a hint. Negotiation techniques such as making the first offer is a debate among negotiation researchers. otherwise known as the door-in-the-face technique , a salesman will typically ensure that an agreement ensuring compliance is signed and sealed before revealing the true cost of the service. Snowball sampling is often used in qualitative research when the population is hard-to-reach or hidden. The low-ball technique is used in many real life settings, such as by sales-people in car dealerships (Glendinning, 2000) and for events like charities (Bekkers & Wiepking, 2011). B. The lack of response by most observers to the brutal attack of Kitty Genovese could possibly be explained by: foot-in-the-door and low-ball. The low-ball (Cialdini et al. Foot-in-the-door, door-in-the-face, low-balling. Brianna watches a new ice-cream commercial on television. The low-ball technique is used in many real life settings, such as by sales-people in car dealerships (Glendinning, 2000) and for events like charities (Bekkers & Wiepking, 2011). A typical example most people understand from this technique is sales people and vehicles. A meta-analysis of published low-ball studies found that the procedure is a. Study with Quizlet and memorize flashcards containing terms like 1. What is the meaning of low-ball technique in Chinese and how to say low-ball technique in Chinese? low-ball technique Chinese meaning, low-ball technique的中文，low-ball technique的中文，low-ball technique的中文，translation, pronunciation, synonyms and example sentences are provided by ichacha. a fear appeal C. It. when later asked to perform those same behaviors, people tend to remain consistent with their predictions. Which persuasion technique is at play in this example? A. Three examples of the low ball technique in persuasion. Keep reading to learn more. PSY. Even though this sales technique involves direct manipulation, it still works because of the psychology of the commitment nature of human mind. 9 Examples of Door In The Face. . B. The lowball/highball tactic involves making an initial offer that is. Door-in-the-face technique, Lowball technique and That's-Not-All technique. Low-ball is used in a single transaction, for example in the direct conversation between a customer and a sales person. Low Ball Technique Influence technique based on a commitment, in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs. This persuasion strategy involves getting a person to agree to a small request, like asking them to purchase a small item, followed by making a much larger request. Snowball Sampling: Definition . Click the card to flip 👆. A customer is first. Of course, doing so isn’t always an ethical thing to. The foot-in-the-door technique is one of numerous tactics used by salespeople to persuade sceptical customers. Strategies that are used in order to persuade individuals to comply with the demands of others. The door-in-the-face technique is a compliance method commonly studied in social psychology. What is lowball technique example? A classic example of low-balling is when a car dealership lists a car for $14,000 to get you to agree to buy it and later changes the price to $16,000. g. This is an example of the a. The moment they. Commitment sets in when the initial offer is presented. Low-ball technique B. d. Introduction You walk into a car dealership and find the perfect car to impress your friends with. Turn on the high emotional I. 3 strategies of compliance. #1: Don’t make enemies. The low-ball technique is a very effective persuasion and sales technique made use of in psychology and marketing. 6. When successful, the tactic results in more compliance than a condition in which people are presented only with the higher price. Foot-in-the-door. The theory is that the extreme offer. Door in the face is an influencing technique that involves an initial outrageous offer that is designed to fail followed by a more reasonable request. Burger (1986) found that this technique works partly because a customer sees the salesperson as entering. The theory is that the extreme offer will cause the other party to reevaluate his or her own opening offer and move closer to or beyond their resistance point. Naming features of our own live chat software could sound like this: 1. (2009) reported that interventions that included the behavior change techniques of self-monitoring with at least one other technique derived from control theory (Carver and Scheier, 1982) (i. tendency to work better or harder in the presence of others than when alone. Systematic sampling. It is the same when we see a ball flying very low, we can’t help but reach out to catch the ball. C) low-ball technique. #3. Then, reveal a. Ask for something quite large and receive a "no", then ask for something smaller and get a "yes". For example, it could mean making counter-intuitive concessions or spontaneously changing the focus of interest in. If I give you a low-ball job offer, I run all kinds of risks: If you were making more money in the past, I run the risk of you only giving me a percentage of your best effort. Field experiment. b. The foot-in-the-door technique is a persuasion tactic that starts with a modest request, then follows up later with a larger request, in order to increase the chances of succeeding with the larger request. A tactic for getting people to agree to something. door-in-the-face technique. Example: Simple random sampling. See more5 Examples of a Low Ball. Later, you ask her to read the whole 15-page paper. The foot in the door strategy (Gass & Seiter, 2018, p. Snowball sampling is a non-probability sampling method where new units are recruited by other units to form part of the sample. , The principle of influence called scarcity describes situations in which _____. (D) When the person admires the group. In one study, researchers asked some students to participate in a psychology study at 7 am. A technique for eliciting compliance by preceding a request for a large commitment with a request for a small one, the initial small request serving the function of softening up the target person. g. The low-balling technique is commonly used among salesmen and advertisers. 6. knownas“throwing the low-ball” or more simply, the low-ball technique (Cialdini, Cacioppo, Bassett,&Miller, 1978). This time, the low-ball technique is like the opposite of the that’s not all technique. tency in the effectiveness of the third sequential request technique—low-ball. generational. The text asserts that the tendency for oppressors to disparage their victims is an example of: A) how attitudes shape behavior. In order to use the door-in-the-face technique effectively, Bill must _____. lowball technique. For example, “some negotiators may find it helpful to role-play making the first offer and repeat this behavior in a safe simulation setting until they feel comfortable enacting it in a real-world negotiation. Emotional Regulation | Definition, Techniques & Examples Cognitive Dissonance Theory & Examples. Name three specific compliance techniques. Deindividuation. We would like to show you a description here but the site won’t allow us. What Is The Low-Ball Technique? The low-ball technique is a persuasive tactic frequently used, directly or indirectly, in selling. “The low-ball is a persuasion and selling technique in which an item is offered at a lower price than is actually intended to be charged, after which price is increased . An earnest payment assures the seller that you’ll go through with the deal—or the seller gets. In 1978, J. AI Homework Help. Later, you manage to persuade him to go to school by bus for six more months, but you will buy a motorbike for him after six months. Question 5 1 / 1 pts The television show, Scared Straight, depicts hardcore felons yelling at adolescent criminal offenders. anti-smoking advertisements that use charts and graphs to show how many people die from smoking-related causes each year C. The low-balling technique is commonly used among salesmen and advertisers. ushma__ 5/25/2015. One individual can use such techniques to gain compliance from the other, swayed person. Disciplines > Negotiation > Negotiation tactics > Lowball. B. This way you eliminate purchasing barriers so most likely your client will want to take up your offer. Use websites. Low-Balling. In store purchases, you can see the application of this technique in sign-up forms. The person who agrees to a small request initially is more likely (in order to be consistent) to comply later with a larger demand. 3 million. Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. Lowball - Highball. Sometimes, stores use "sold out" products in their advertisement just to get a customer to visit the store. Low-Balling: Low-balling can be considered as a fairly common persuasion technique. Knuckle mnemonic for the number of days in each month of the Gregorian Calendar. in pharmacotherapy, see adherence. Many set the figure at 10% to 15% below the listing price or lower. The person has already agreed to buy the car, so they are likely to pay small additional charges rather than walking away. C. Highball/lowball is one of the oldest hardball tactics. You assign a number to every employee in the company database from 1 to 1000, and use a random number generator to select 100 numbers. The low-ball technique differs from the foot-in-the-door technique in that a small request is initially made in both instances, but the low-ball method aims only to obtain initial agreement so that this can be applied to the eventual, less favorable request. In this PsycholoGenie article, we will understand what the low-ball technique means and provide examples of the same. Personal Example . The Low-Ball Technique is a technique used in sales and other styles of persuasion to offer products or services at a bargain price in order to first attract a buyer, but then adds on additional expenses to make the purchase less of a bargain than originally thought. Lowball Highball Tactic in Negotiation Example-2. Cacioppo, R. -foot-in-the-door technique. Or maybe the seller inherited the property and wants to avoid the hassle of maintenance. Each knuckle represents a 31-day month. Compliance. anti-smoking advertisements that rely on celebrity spokespeople advocating for a reduction in cigarette use B. Study with Quizlet and memorize flashcards containing terms like obedience is. The Low-Ball Technique;. Understand the definition of the low-ball technique and the psychology behind it. -door-in-the-face technique. Impact: “$17 will provide clean. This technique is used very commonly, not only by salesmen and marketing professionals, but examples are rife of such instances being used in everyday life as well (like the example provided above). This is a pretty early hour for most students, so it wasn’t surprising that only 31% agreed to participate and only 24% actually showed up. Aim. Once a person agrees to make a purchase or carry out an activity, they are inclined to accept the higher cost because they have already made a commitment. Which of the following is the best example of the foot-in-the-door technique of persuasion? a. Three examples of the low ball. It was first demonstrated by Robert Cialdini and colleagues in the 1970s. 2/1/2017. Given its basic nature, this technique is often referred to as a manipulative technique. Studies have shown. “The low-ball is a persuasion and selling technique in which an item is offered at a lower price than is actually intended to be charged, after which price is increased . Low-ball technique is explained by cognitive dissonance theory. The low-ball technique is solid science. The effectiveness of this technique has been shown in numerous studies. A classic example of the lowball technique is a car dealership advertising a car at a significantly discounted price. You ask your friend to review a couple of pages of your term paper, and she agrees. Examples of the foot-in-the-door technique include allowing a friend to borrow notes after previously letting them copy the notes, asking to borrow a car after borrowing a bike, asking for a. One other is called the “ lowball technique. Negotiation techniques such as making the first offer is a debate among negotiation researchers. What are Caldini's 6 factors (Principles)? Reciprocity, Consistency (Commitment), Scarcity, Consensus, Authority, Liking. The technique is based on the principle of reciprocity. the that's-not-all techniqueYes. Example. Door in the face is an analogy to a. This technique is reminiscent of the highball tactic in that it starts with high and comes down. After she has committed to buying the car, the salesperson points out that adding a stereo, an air. A low ball is a negotiation, influencing and sales technique that offers an initial low price or poor offer. Shaping: The Techniques to Improve Student Prosocial Behavior. Bundy believes that women make poor shoe salespersons, but hires a woman to sell his shoes anyway. (C) When the group cannot see how the person behaves. WHAT DOES LOW-BALL TECHNIQUE MEAN? The low-ball technique works on the principle where the primary offer is made out to be extremely appealing and when the persuader has agreed to the sale, the price of the product is raised. This return trip would incur an extra cost of $8, which would leave her even further out of pocket than the overcharge did. Topics in social psychology: -Self and identity. Learn more about the Door-in-the-Face technique here. lowball technique. niccole on Chapter 11: Artifact 2: low ball tactic; niccole on Ch 14: Artifact 1. For example, in a review of interventions to promote physical activity and healthy eating, Michie et al. Car salespeople have been observed using the lowball strategy to increase the likelihood that the customer will purchase a car. Understand the definition of the low-ball technique and the psychology behind it. You can get some information by sending up a Trial Balloon and watching. It can, however, seem like a negotiation. The low ball technique is basically refers to the compliance strategy in which the the person are agree by requesting for the offer. Three examples of the low ball technique in persuasion. Using the three methods of ingratiation identified by Edward E. A mnemonic device (/ n ɪ ˈ m ɒ n ɪ k / nih-MON-ik) or memory device is any learning technique that aids information retention or retrieval in the human memory, often by associating the information with something that is easier to. 2 /10. What best accounts for this attitude shift? A)Snowball sampling, also known as chain-referral sampling, is a non-probability sampling method where currently enrolled research participants help recruit future subjects for a study. Q. Therefore, the above example. This is a sampling technique, in which existing subjects provide referrals to recruit samples required for a research study. Low-Ball Technique in Psychology | Definition & Example. 진실을 전부 말하지는 않고 일부를 숨김으로써 승낙을 얻어낸 후, 말했더라면 거절했을 가능성이 높은 정보를 뒤늦게 공개하더라도 이에 반발하여 승낙을 철회하는 사람들이 많지. a procedure for enhancing compliance by first obtaining agreement to a request and then revealing the hidden costs of this request. For example, the Internal Revenue Service in the United States requires employers in industries where tipping is common to maintain meticulous records of all tips earned. In all three studies, a requester who.