Exam 3 Flashcards
Dyad (two person unit)
both people affect the choices of techniques as well as the effectiveness of those techniques (both the persuader and the person being persuaded play a role in determining which methods are used)
foot-in-the-door
1.) make a small request so that most people will agree to it
2.) After some time, make another larger request
Goal: second larger request- once target has agreed to small request, more likely to agree to larger request
ex: A salesperson asks a customer to sign up for a free trial of a product. Once the customer agrees to the free trial, the salesperson then asks them to purchase the full product.
door-in-the-face
1.) Begin with a large request that most people will say no to
2.) Then scale down to a smaller request
Goal: After turning down the large request, the target is more likely to agree to the smaller request
ex: A salesperson might ask a customer if they’re interested in purchasing a high-end product, knowing it’s too expensive. After the customer declines, the salesperson then suggests a more affordable option. The customer, feeling relieved at the lower price compared to the initial offer, may be more inclined to make the purchase.
Pre-giving
1.) give the target a reward
2.) follow up with a request
ex: a charity sends out free promotional items (pens, notepads, stickers) to potential donors before asking them to donate
Low-Ball Technique
1.) secures agreement from target
2.) changes the request
ex: A car salesman might initially quote a lower price to a customer to get them interested in buying a car. After the customer agrees to purchase the car at the lower price, the salesman reveals additional fees or costs, increasing the total price. Despite the increased cost, the customer may still go through with the purchase due to their initial commitment.
that’s not all
1.) set a price
2.) before recipient can respond, improve the deal
ex: a car salesman initially states the price of the car at $25,000, but before the customer can respond, he throws in a free extended warranty and free oil changes for a year
fear-then-relief
1.) Invoke fear in a person
2.) provide a request that might give the person relief
ex: An instructor might say that they have been noticing a decline in one’s workouts, but then provide a personalized training program
pique
1.) make an unusual request
2.) people will pay more attention and spark curiosity
ex: “Did you know that our product can save you up to 50% on your monthly expenses?” This question piques the prospect’s interest and prompts them to inquire further about the product’s features and benefits. (geico commercials)
disrupt then reframe
1.) Introduce an unexpected element in the pitch
2.) disrupt someone while talking and reframe what they are saying to mean something else
ex: a sales person saying “his product costs just $5 a day. That’s less than the price of a cup of coffee.” the salesperson disrupts the customer’s initial resistance by framing the price in terms of a daily expense
compliance gaining
an interaction in which a message source influences the target to perform a desired request or action
compliance gaining strategies
-direct vs indirect: assertion/persistence vs mood/thought manipulation
-rational vs nonrational: logic/favors vs deceit/threat
-hard sell vs soft sell: yelling/demanding vs kindness/flattery
-dominance vs nondominance: power hierarchy vs equal
-external vs internal: rewards/punishments vs internal feelings
compliance gaining strategy example
-direct vs indirect: could you please turn down the music vs wow, its really loud in here
-rational vs nonrational: you are trying to take a class with your friend so you pick one that aligns with their interests vs telling them it would mean a lot to you if they signed up for this class
-hard sell vs soft sell: promoting a product for all of its benefits and why one should buy it vs asking a customer their needs and offering the product
-dominance vs nondominance: a manager presents a task to their team vs discussing the task and how to complete it
external vs internal: salesperson gives a discount on a product vs explaining why the product aligns with their goals/values
3 contextual influences
intimacy: nature of relationships
dependency: if dependent on the other
rights: perception of own rights
Primary and Secondary goals
people approach convos with goals
Primary: structure interaction
ex: asking a favor, giving advice
Secondary: determine how to approach
ex: keep face, maintain relationship
advertising and marketing
-advertising: the paid promotion of a product/service
ex: commercial showcasing a product
-marketing: the broader processes which communicate products/services of value to customers
ex: strategies used to reach the target audience
