Chapter 1 Part 1 Freewill and Compliance Flashcards
Foot-in-the-door technique
Pied dans la porte
The classic persuasion strategy in which persuaders begin with a small request and then follow it up with a second, larger (and target) request.
Low-balling
Amorçage
Asking for small stuff which hidden anothers ones (small price but then charged price).
The law-ball is a persuasion and selling technique whereby an item or service is offered at a lower price than is actually intended to be charged, after which the price is raised to increase profits.
Bait and switch
Le leurre ou the lure procedure
Quite common in departement stores (very attractive ads but no stock)
Sequential influence techniques
Interpersonal influence strategies step in which influence proceed in stages, each of which provides the foundation for subsequent changes in behavior.
Compliance-gaining strategies
Communicative behavior in which an agent engages in an effort to elicit from a target an agent- selected behavior; one-on-one interpersonal communication encounter in which a communicator requests compliance from another individual. Compliance gaining is a sub-set of persuasion studies. While persuasion is making another person change his/her beliefs, opinions, and attitutes about something, compliance gaining is more coercive than persuasion. Compliance gaining is often a function of dominance, hierarchy, rights, and power.
Compliance without pressure techniques, no external pressure.
Door-in-the-face
Porte au nez
A persuader makes a large request that is almost certain to be denied, and following rejection, returns with a smaller request, the target request the persuader had in mind at the outset.
Start with big request (mostly denied) and then retract for smaller one.
Pique technique
La demande incongrue ou la pique
A communicator makes a request in an unusual manner, thereby piquing the target’s interest. This technique is said to be effective because the unusual request causes people to give mindful consideration to it.
Pratkanis, panhandlers ask for “37 cents” io “any change” (common).
Fear-then-Relief
Crainte puis soulagement
The persuader deliberately places the recipient in a state of fear, only to quickly eliminate the threat, and replace it with a mild request for compliance.
Causes a great deal of stress and then abruptly relieves that stress.
Foot in the mouth
Pied dans la bouche
With this technique, people put themselves in a trap by responding to the simple question of “how are you today” or something else that makes them at ease.
First ask about their mood or availability (“I’m not disturbing you, am I?”).
That’s-Not-All
Ce n’est pas tout!
A communicator presents a request, and then tells the receiver “that’s not all”: an additional small product accompanies the larger item, supposedly in this situation only. The approach is theoretically more effective than one in which both products are presented at the same time.
Inflated the offer to make it more attractive (really works).
“You-are-free-of”
“… but you are free to accept or to refuse” tends to enhance compliance with the request
