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Terms in this set (11)
An attempt to induce a behavior regardless of the individual attitude
Persuasion focuses on changing attitudes to changing behavior
Six pillars of interpersonal influence
Gouldners " norm of reciprocity"
Action: free sample
Possible operating mechanism : ___________
2. Commitment and consistency
Allows us to predict others behaviors
" once we make a choice you will encounter personal and interpersonal pressure to behave consistently with that commitment"
3. Social proof
"We view behavior is correct in a given situation to the degree that we see others performing it"
Action: 50,000 Americans can't be wrong
" we most prefer to say yes to the request of people we know and like"
Action: Tupperware party, Mary Kay
" we are strained from birth to believe that obedience to proper authority is right and disobedience is wrong"
- security guard police
Rule of few
" opportunity see more valuable to use when they are less available"
Action: beaning babies
Various compliance gaining tactics discussed during lecture
Including sequential request strategies and nonsequential request strategies
foot in the door
Freedman and Fraser
Asking a leading less demanding question that will open the person up to answering more questions
"Do you know the time" " could I borrow a few dollars?"
Theory: self perception and commitment
Door in the face
-starting off with something big and then reducing it
"Would you be willing to donate $100 how about just $10?"
Theory: reciprocal concessions - guilt and perceptual contrast
Gain commitment, then Slowly raise the cost of compliance, changing the deal
After you agreed to buy a car changes are made to the deal
Theory: commitment and consistency
That's Not All
Additional reward for complying
"Just wait, there's more"
Theory: reciprocity and perceptual contrast
Study: Davis and Knowles
Create confusion to distract resistance (use non-sequiturs) state request in a peculiar way
"It's only 300 pennies, that's 3 points"
Theory: disrupts refusal script, decreases counter-arguing
Non sequential request techniques
"Even a penny will help"
Study: Cialdini and Schroeder
Theory: Legitimizes paltry contributions
gain initial agreement: commitment and consistency
Study: santos, leve, prarkanis
"Can you spare 17 cents"
Theory: Disrupt script for approval
Study : Weinstein and Deutchberger
Projecting an individual into particular role that is consistent with one's goal : " A good person would..."
Theory: social roles
THIS SET IS OFTEN IN FOLDERS WITH...
CTs and Persuasion
Conformity and group influence
Psychological Reactance Theory
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