Persuasion Flashcards
1
Q
Commitment and consistency
A
Persuasion: ppl feel pressure to conform to their past commitments and behaviors
2
Q
Conger’s Steps to Persuassion
A
- Establish credibility
- Frame goals with common ground
- Use compelling evidence and vivid language
- Connect emotionally
3
Q
Social proof
A
Persuasion: ppl do what similar other do
4
Q
Liking
A
Persuasion: ppl are influenced by those they like
5
Q
Authority
A
Persuasion: symbols of expertise lead to influence
6
Q
Scarcity
A
Persuasion: ppl are wired to want what is scarce
7
Q
Ingratiation
A
A psychological technique where someone attempts to gain favor or acceptance from another person by being more likable
