EM 7 Persuation

Question 1

What is reciprocity?

Answer 1

The obligation to give when you receive. You offer something for free to someone to make them feel indebted

Free samples work on this principle

Question 2

What is the door in the face technique?

Answer 2

Start with an absurd suggestion to get people to agree to a smaller request

Question 3

What is scarcity?

Answer 3

FOMO, people are afraid to lose on something rather than to gain

Newly experienced scarcity is most effective

Question 4

What is foot in the door?

Answer 4

Get people to agree to something small, and then

to something bigger

Question 5

What is Cognitive Consistency?

Answer 5

We like our beliefs, values, behavior, etc. to be consistent

Question 6

What is Dissonance?

Answer 6

We feel uncomfortable when these things aren’t consistent. Cognitive dissonance

Question 7

When does consistency work best?

Answer 7

When the initial agreement is public, that’s why jurors state their opinion anonymously

Question 8

What is psychological reactance?

Answer 8

extreme reactions when people perceive their freedom taken away