Exam 3 Flashcards
High Self Monitoring
External cues for behavior
Low Self Monitoring
Internal cues for behavior; want consistency with attitudes
Social Norms
Widely accepted ideas/rules of how people should be have
Descriptive Norms
Prevalence of behavior
Injunctive Norms
Moral norms, refer to the perception of people’s attitudes about a behavior
Dogmatism
More persuadable by sources they deem credible
Need for closure
Persuaded by explicit conclusions
Need for effect
People like this are persuaded by messages that carry powerful emotional feelings
Strohmetz et al. (2002)
Server placing candies on check; 1+1 with turnaround time was the most persuasive
Even-a-Penny-Helps
Legitimize of paltry donation (LPD) strategy; people want to behave in ways consistent with their views of themselves as helpful, charitable individuals
Low-Balling
Similar to FITD
Fear-then-Relief
Create discomfort, then provide relief
Pique Technique
Disruption of a normal train of thought confers acquiescence; “Can we meet 7 minutes after the hour?”
Foot-in-the-Door
Small request then larger request
Door-in-the-Face
Getting a yes by being rejected; A larger request then a modest request