Description

In this episode of Everyday ABA, hosts Paola (BCBA), Brittanny (RBT), and special guest Liz (RN) break down the behavioral science and social psychology behind the sales tactics used in timeshare presentations. From positive reinforcement traps to cognitive dissonance, this episode helps listeners identify the persuasive strategies they’ve probably fallen for—and teaches them how to push back using applied behavior analysis (ABA) concepts. They walk you through real-life examples from a recent timeshare pitch Liz and Paola attended, unpacking every antecedent, motivating operation, verbal prompt, and reinforcement schedule that nudged them toward a purchase they didn’t want. Whether you're an ABA practitioner, social psychology enthusiast, or just trying to avoid financial regret on vacation, this episode will leave you thinking: Was that really a free massage... or was it just the first SD?

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📚 Learning Objectives for CEU:

• Identify and define at least 3 behavioral principles used during sales presentations like timeshare pitches.
• Label examples of verbal behavior and rule-governed behavior present in persuasive scripts used by sales personnel during a timeshare pitch.
• Demonstrate a self-management strategy that could be used to avoid coercive persuasion in high-pressure contexts.

References: 

• Aronson, E., Wilson, T. D., Akert, R. M., & Sommers, S. R. (2022). Principles of Social Psychology. LibreTexts.   
• Cialdini, R. B. (2009). Influence: Science and Practice (5th ed.). Pearson Education.
• Festinger, L. (1957). A Theory of Cognitive Dissonance. Stanford University Press.
• Freedman, J. L., & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4(2), 195–202.
• Miltenberger, R. G. (2016). Behavior Modification: Principles and Procedures (6th ed.). Cengage Learning.
• Skinner, B. F. (1953). Science and Human Behavior. Macmillan.
• Skinner, B. F. (1957). Verbal Behavior. Appleton-Century-Crofts.