Freely authorized tender

The Soumission freely agreed is an expression created per Joule and Beauvois in 1987 to describe the consequence of a process of Persuasion which results in giving the impression to the individuals concerned who they are the authors of certain decisions. In this manner, a person can thus modify her Comportement, her objectives and her choices with the feeling to be responsible for these modifications.
This " responsabilisation" aims to lead a person to take more quickly and more easily a decision which can to or not be him beneficial but which is especially favorable to that which uses of this method.
This process is connected with a Manipulation, more especially as it makes use of pressure to arrive at its ends.
There exist aggressive methods of direct sales, for example, which use the assertion repeated with the potential buyer that it is free to make the decision of a purchase or to reject it, to change opinion, while bringing it by an effect of funnel to approve this purchase by a succession of questions/prepared answers. The desire of the potential buyer to give a coherence to its own answers can force it to make a purchase whose it wanted neither, nor the need.
The study of this process enters within the broader framework of the " psychology of engagement ".

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