BN - Lecture 3: Psychology of Persuasion

Question 1

Consistency

Answer 1

Public declaration technique:
Public, active, effortful commitments tend to be lasting commitments

Foot in the door technique:
Get a large favour by first getting a small one
Small commitments begin to shape a person’s self-image and position them for large commitments

Low-ball technique
Getting a commitment from a person and then raising the cost (revealing the hidden costs) of that commitment

Question 1

Reciprocity

Answer 1

Door in the face technique:
Start with inflated request then retreat to a smaller more reasonable request.

That’s not all technique:
Begin with inflated request but then add something extra to make the offer look better before target person can make a decision

Perceptual contrast technique:
Presents the undesirable option first and later options appear more desirable, thereby propelling from the negative to the positive

Question 2

Social Proof

Answer 2

Similar others technique:
Provide information that people similar to the client are doing the same activity

Multiple sources technique:
Provide consistent information coming from different sources

Straight from the source technique:
Provide information by people who have been or are currently in the same situation

Question 3

Likeability

Answer 3

Similarity technique:
Find common interests and values

Repetition technique:
Increased familiarity increases comfort and attractiveness

Positive association technique:
Associated goal or person with other liked people or things

Question 4

Scarcity

Answer 4

Limited time technique:
Put an artificial time limit on something

Use it or lose it technique:
Emphasise the loss that will occur from not engaging in a behaviour rather than what they will gain