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Existen una serie de tácticas psico-sociales para aumentar la probabilidad de modificar actitudes o comportamientos. Esas tácticas se basan en principios psicológicos de adaptación o interacción social. Estas son usadas comúnmente para fomentar la demanda o influir en nuestras actitudes.

Principios fundamentales:

El principio de reciprocidad se podría resumir bajo la expresión “hoy por ti, mañana por mí”. Es una norma elemental que sustenta las sociedades. Se trata de favorecer a quien proporciona una concesión. En un entorno social la persona que no sigue este principio se le tacha de gorrón o aprovechado. Para este principio hay dos tácticas fundamentales.
La táctica de “Esto no es todo” consiste en expresiones mediante las cuales el receptor interpreta que se le está ofreciendo un regalo, se le está haciendo un obsequio o dando algún tipo de beneficio como paso previo a la petición de un favor como por ejemplo pagar al contado o comprar el producto inmediatamente.
La táctica del “portazo en la cara” se basa en la negociación. De lo que se trata es de hacer una petición inicial alta, pero no excesiva, que el emisor sabe de antemano que el receptor va a rechazar. A continuación el emisor efectúa la rebaja que tampoco puede ser excesiva. En caso contrario se interpretaría que el emisor se está riendo de él. La concesión que proporciona el emisor mediante la rebaja debe legitimarse razonadamente. Como en el caso anterior pagar al contado o efectuar la compra rápidamente. El tiempo que pasa entre las dos peticiones debe ser corto y estar presentado como un favor hacia el cliente. Mediante esta táctica el cliente cree que controla la situación y por ese motivo también se siente más satisfecha con el resultado.

El principio de la “validación social” se fundamenta en que determinamos cuál es la conducta correcta averiguando que piensan los demás que es correcto. Las tácticas más comunes de este principio son dos.
La táctica del “falso consenso” presenta la acción como lógica porque hay una supuesta mayoría o una mayoría real de individuos que acepta o valora ese comportamiento. A esta táctica suelen acompañarle expresiones como el “es más vendido” o “todo el mundo lo tiene”.
La táctica de “personas ejemplo” consiste en dar validez a un comportamiento o actitud porque personas semejantes a ti, líderes de opinión o tu grupo de referencia lo recomiendan.

El principio de “compromiso y coherencia” se basa en el deseo de ser y parecer coherente. La coherencia es un rasgo de personalidad muy valorado socialmente y se asocia a otros como el ser lógico, racional, estable y honrado. Hay tres tácticas para este principio.
La táctica del “pie en la puerta” se caracteriza por la progresión de menos a más. Al comienzo se hace una primera petición que requiere muy poco esfuerzo y a la que se le etiqueta de altruista. Sin dejar pasar demasiado tiempo (días) se hace una segunda petición que requiere algo más de esfuerzo pero que es en beneficio de esa causa generosa, altruista con la que se había comprometido anteriormente. Así se puede seguir aumentando el nivel de compromiso hasta conseguir el objetivo inicial.
La táctica de la “bola baja” también se caracteriza por la progresión pero en este caso de más a menos. Es más eficaz que la anterior ya que el compromiso inicial es del propio sujeto. Consiste en que una vez que la persona se ha convencido de realizar una determinada conducta y ha llegado a un compromiso, se empeoran las condiciones iniciales como por ejemplo el precio o la calidad. La persona no suele rechazar la alternativa si eso supone una incoherencia en lo que ya estaba comprometido. Esta táctica se ve reforzada por dos factores. En primer lugar, a mayor número de conductas previas, mayor aceptación. Y en segundo lugar, por la teoría de la disonancia cognitiva en la que radica la necesidad de justificar la conducta.

El principio de “simpatía” funciona generando emociones positivas para facilitar que accedamos a una petición. Hay dos tácticas principales.
La táctica de “asociación a algo agradable” con la que se consigue un estado más proclive para la aceptación de esas propuestas.
La táctica que se basa en mecanismos para aumentar la simpatía. Estos mecanismos son el atractivo físico con el que se consigue el efecto halo, que consiste en asociar a un aspecto físico atractivo o bien parecido unas características de personalidad positivas. Otro mecanismo es la semejanza actitudinal o comportamental creando una afinidad con el emisor. El sentimiento de cooperación genera confianza y los halagos crean un congraciamiento que aumenta las emociones positivas.

El principio de escasez indica que independientemente de la necesidad o atracción por un objeto, lo valoramos más cuanto más raro o escaso es o cuantos más frenos o impedimentos existen para obtenerlo. Tres tácticas explican este principio.
La táctica de la “exclusividad”implica apelar a este concepto como símbolo de valor añadido, y al mismo tiempo se ve reflejado ese valor en el poseedor del objeto.
La táctica basada en la “teoría de la reactancia psicológica” en la que se explica como la sensación de pérdida de control provoca el deseo de luchar para conseguir lo que nos prohíben.
La técnica basada en la pérdida de la oportunidad mediante la cual valoramos más aquello de lo que hay poco y otros se pueden quedar con ello. Para esta técnica las estrategias más comunes son lanzar series limitadas de producto; convencer a los clientes de que hay escasez de un producto o poner plazos de tiempo para la adquisición del producto.

El principio de autoridad se debe a que se es más proclive a seguir las sugerencias de alguien que es una autoridad legítima. En este principio hay una táctica fundamental.
La táctica del uso de símbolos que evocan el poder o autoridad legítima a un grupo o a alguien concreto. Para ello se hace referencia a los títulos, a la indumentaria o a los adornos o complementos que transfieran al grupo o individuo esa capacidad de influencia.

Comentario final:

En todas estas estrategias el comportamiento asertivo del emisor es fundamental para conseguir una eficiencia óptima en los resultados.

Todos estos principios, tácticas y estrategias están basados en experimentos científicos que indican un grado de probabilidad en la que el comportamiento o las actitudes son modificados. La probabilidad aumenta usando este tipo de técnicas pero no son infalibles, ya que no hay ninguna técnica que consiga un resultado del 100%.

Estás tácticas funcionan porque en muchas ocasiones el ser humano recurre a heurísticos que simplifican el proceso de toma de decisiones. En algunas personas su heurística fundamental será el precio, otras se guiarán por las ofertas, otras por la calidad y otras por cada uno de los principios explicados anteriormente. Este es un comportamiento funcional pero no práctico, ya que los comportamientos que usan las claves heurísticas se basan en lo que parece que es, y no sigue un método comparativo exigente de la realidad. Lo que en ocasiones se resume en la expresión “lo barato sale caro”.

¿Son éticos estos métodos?

Para terminar respondiendo a esta pregunta yo me voy a centrar en tres aspectos. En primer lugar tengo en cuenta que lo que los mismos mecanismos que se utilizan para engañar o aprovecharse de otras personas también sirven para educar. Nadie pondría en duda estos métodos si sólo se utilizaran para convencernos de la importancia de protegernos contra el SIDA o de ponernos el cinturón siempre que cojamos el coche.

Cuando estos métodos se usan comercialmente cometiendo engaños y no teniendo en cuenta para nada los problemas de los consumidores, por supuesto que no son para nada éticos.

Y lo último que tengo en cuenta es el grado de libertad del consumidor, es decir, ofrecer siempre una alternativa ante el rechazo y personalizar las propuestas escuchando antes los intereses de los consumidores. Esta sería una iniciativa no solo ética, sino también apropiada para los fundamentos del macromarketing.

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