Persuasion

Question 1

What are 3 main social compliance techniques?

Answer 1

• foot in the door
• door in the face
• even a peny will help

Question 2

What is foot inthe door techniwue? Example? Why does it work?

Answer 2

Persuader does something small to obtain targets consent, then goes bigger to what they really want

ex: asked to display small sign in yard, then 2 weeks later asked to display big annoying one

Works because…
- self-perception = people dont know selves, just observe consent to first thing and make inferences about their true identity
- psychological consistency = psycholoical need to stay consistent in behaviour so need to agree because agreed last time

Question 3

What is door in the face technique? Example? Why work?

Answer 3

persuader asks with massive request, expecting to be turned down, then ask something smaller, their original intended request

ex: participate in a donation program every 2 weeks for 2 years? how about just one time donation?

Works because…
- reciprocity = move from large to small request feels like concession of requester, so need to give back by agreeing to small req
- perceptual contrast = larger request is comparison point, making actual request seem smaller

Question 4

What is even a penny will help? Example?

Answer 4

ask for small favour because even small amount helps!

ex: willing to give donation? even a penny will help (vs just willing to give donation?)

Question 5

What is even a penny will help? Example?

Answer 5

ask for small favour because even small amount helps!

ex: willing to give donation? even a penny will help (vs just willing to give donation?)

Question 6

What is upselling? Example? How make it work best?

Answer 6

= Form of foot in the door
= provide opportunity to purchase more oft with sole purpose of making bigger sale

ex: want fries with that? want make it a meal?

Best?
- wait until closed 1st sale
- be specific
- add value
- put item in their hand (creates connection)