Persuasion

Question 1

persuasive techniques - basic idea
- consistency = ?
- reciprocation = ?

Answer 1

• altering someone’s behavior, not mind
  -> using conformity (norms to be consistent -> individualistic cultures)

consistency = normative pressure to appear consistent (otherwise untrustworthy/unpredictable)

reciprocation = social power; reciprocate favor

Question 2

lowball techniques

Answer 2

agree to attractive offer and when agreed raising cost of the offer
-> once agreed ashamed to change mind, so still agree to offer; just working if offer is done by same person, showing that commitment is personalized, do not want to appear inconsistent
(remember experiment at 7am and when this fact is introduced)

Question 3

food in the door technique

Answer 3

letting people comply to small request, manikins them more likely to agree to later bigger request
-> if people requesting are changing this does not matter since it is about the pro-social agreement you made
-> the more tiny request you are in, the more likely person will confirm to larger request (of greater cost) -> long lasting in that sense (increasing sense of commitment; want to stay consistent, they allowed first request on their own so have to keep this up)

Question 4

difference: lowballing vs FITD

Answer 4

low balling is the same deal at the same time which changes (same session)

FITD is a different deal at different time (different sessions)

Question 5

reciprocation rule

Answer 5

• humans feel urge to return favor
  (remember coke experiment; brining one for himself or both and if tickets bought afterwards)
  -> it is not about the persons, it is the favor you want to reciprocate (automatic thinking)

Question 6

door in the face technique

Answer 6

try to sell someone something they never gonna say yes to and then when said no, present something cheaper (seems like you giving them a favor)
-> let people feel bad so they feel motivated to say yes later