Chapter 17 - Persuasion: So Easily Fooled Flashcards
Central route to persuasion
Persuasion that employs direct, relevant, logical messages.
Fixed action patterns (FAPs)
Sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they are elicited.
Foot in the door
Obtaining a small, initial commitment.
Gradually escalating commitments
A pattern of small, progressively escalating demands is less likely to be rejected than a single large demand made all at once.
Heuristics
Mental shortcuts that enable people to make decisions and solve problems quickly and efficiently.
Peripheral route to persuasion
Persuasion that relies on superficial cues to that have little to do with logic.
Psychological reactance
A reaction to people, rules, requirements, or offerings that are perceived to limit freedoms.
Social proof
The mental shortcut based on the assumption that, if everyone is doing it, it must be right.
The norm of reciprocity
The normative pressure to repay, in equitable value, what another person has given to us.
The rule of scarcity
People tend to perceive things as more attractive when their availability is limited, or when they stand to lose the opportunity to acquire them on favorable terms.
The triad of trust
We are most vulnerable to persuasion when the source is perceived as an authority, as honest and likable.
