Lecture 2 - Depletion Flashcards
Why do people resist persuasion?
In order to maintain attitudes, freedom and control.
What is ego-depletion?
Ego depletion is when a persons self-control is reduced due to using mental energy elsewhere.
When is our self-control reduced?
If we resist messages that go against our own beliefs, this exhausts our mental energy
Does using up our self control automatically mean that we will resist?
No, only coming up with reasons why we disagree exhausts our mental capacity, but there are other ways to resist that take less energy, such as just avoiding the message.
When are people most likely to donate?
By using a social influence technique
Give me an example of a social influence technique
- Foot in the door
- Door in the face
- Lowball
- Disrupt then refrain
Why are social influence techniques effective?
Because they are based on the notion of automaticity/’mindlessness’.
What does mindlessness and all successfull techniques have in common?
Multiple decision moments or requests
Explain the foot in the door technique
First a small initial request, and thereafter the actual request
On what heuristic is the FITD technique based and explain why.
The FITD technique is based on the HEURISTIC OF CONSISTENCY. A person would feel inconsistence if you would not give your money to something that you just admitted you liked. If we are not consistent, we will get the feeling people will like us less.
On what heuristic is the DITF technique based and explain why.
The DITF technique is based on the HEURISTIC OF RECIPROCITY. You will give back to someone who just did something for you.
What is self depletion?
Self-depletion can be defined as having a reduced resistance by not having much mental energy left as you already did something before (questions, doing a test.)
What is self-control?
The ability to control your own thoughts, behavior and emotions
