freewill and compliance Flashcards
10 strategies
Foot-in-the-door Law-ball Baint-and-Switch Door-in-the-face Pique technique Fear-and-relief Foot-in-the-mouth That's not all Your are free of Compliance gaining
Foot-in-the-door
First ask a small request and the them a more important request
The Law Ball
(amorçage). To say something while keep other fees hidden from them
Bait-and-switch
(Le leurre) to show on ads verry big discount and on the store the product is out of stock. Other products are more expensive
Door-in-the-face
Start with a big request (which is refused) to continue withe a smallest request which is the target
Pique technique
demande incongrue. To ask something unusual
fear then relief
(crainte puis soulagement) First we cause big stress and then we relieve that stress
Foot-in-the-mouth
To ask somebody about their mood, availability
That’s not all
To sell a product more than it cost, and ad some products for the same price
You are free of
first we say that individual is free to accept ou refuse
The comitment theory
- an act carried out in public commits more than anonymous act
- Irrevocable act commits more than reversible
- a repeated act commits more than an act acrried out one
- The more serious the consequences, the higer the commitment
- An act commits what it coast
Reasons for the act and freedom context
External reason decrease commitment
internat reason tighten the relation ship between and individual and his acts
experiment of Joule 2002
In the context of witness 100% of passengers give back the bank note
without witness 30%
FITD : 69%
Sequential influence techniques
Interpersonal influence strategies in which influence proceeds in stages, each of which provides the foundation for subsquent changes in behavior
