Persuasion

Question 1

How does reciprocation affect persuasion

Answer 1

We comply with a request from someone who has previously provided a favour or concession for us

Question 2

Why do we feel anxious about not being able to reciprocate behaviour

Answer 2

It’s a norm that has allowed society to develop and forms the basis of trade and other relationships

Question 3

Door in the face technique

Answer 3

Large request that is expected to be refused. Then make a small request which is the request you wanted all along.
This is called reciprocal concession

Question 4

Ambit claim

Answer 4

Ridiciouls demand is made first with expectation of future compromisee

Question 5

Contrast effect

Answer 5

Next to something very big, other things dont seem so big anymore e.g. buying $200 dress, $50 belt doesnt seem like a lot

Question 6

Why does the consistency principle work

Answer 6

Agreeing to original request seems to cause individuals to think about themselves as that kind of person that helps people. When you are asked a larger favour, you agree because doing so will be consistent to the type of person you are

Question 7

Foot in the door technique

Answer 7

Start off by asking something small that people will say yes to and then once you’ve locked them in with the favour, you then ask for a bigger favour which people feel pressured to agree to because of the consistency principle

Question 8

Consistency will be most powerfu when the initial committment is:

Answer 8

1. Active
2. Effortful
3. Made in public
4. Not coerced from you by pressure

Question 9

Bait and switch

Answer 9

Give people inducent to encourga ecommittment and once they’re committed, remove inducements and yet they still feel pressure to be consistent e.g. advertising product at good price but are sold out. You find similar ones you came to buy but cost more. Because of consistency, we are likely to purchase these more expensive ones.

Question 10

Low balling

Answer 10

Inducement-Comimitment-Increase Cost of action-Pressure to be Consistent e.g. advertising for great price but once buyer is committed, you reveal additional hidden costs

Question 11

How does social validation work

Answer 11

We are more willing to comply with a request for behaviour if it is consistent with what others are thinking or doing

Question 12

2 types of influence in conformity:

Answer 12

1. Informational
2. Normative

Question 13

Informational influence

Answer 13

Relying on group to give them more accurate information about what they’re seeing

Question 14

Normative influence

Answer 14

People seeing things differently from the rest of the group thinking that there is something wrong with themselves so they try to hide the fact that they saw something else to avoid ridiculing.

Question 15

When is conformity most likely

Answer 15

With 3 people and plateaus after that

Question 16

Which countries conform more?

Answer 16

Non-western countries conform more than western

Question 17

4 methods of persuasion through liking

Answer 17

1. Physical attractiveness
2. Similarity
3. Cooperation
4. Compliments

Question 18

How does scarcity affect persuasion

Answer 18

scarcity of item influences how much we want them
When there is a drop in abundance, they are in high demand since people must like them so they must be good

Question 19

Psychological reactance:

Answer 19

As things become less available, we lose freedoms and we dont like this so we react against an interference by trying to possess the thing even more