Persuasion Flashcards
What are the two persuasive techniques used when trying to persuade someone
Consistency and reciprocation
Why do people feel the need to be consistent
People who aren’t consistent come off as untrustworthy and unreliable. There is a normative pressure to be consistent then, because people want to be liked.
How is consistency effective in persuading someone
If you manage to get a commitment from someone they will follow through because they want to be consistent
How is reciprocation effective in persuading someone
When someone is helped they feel the need to repay that person. This evolutionary and normative pressure to repay someone can be used against them. If you do something for them they MUST do something for you
What is Low-balling
low-balling is getting someone to commit to a something then change the terms of that deal. Must be made by same person
i.e. getting someone to commit to buying a car for a certain price then raising that price because “your boss said you have to”
Low-balling for Evil
get people to commit to doing an experiment and THEN telling them its at 7 oclock vs getting people to commit to doing an experiment at 7oclock
1/2 the people commit when low-balled vs 1/3 people commit when not
Low-balling for good
Telling people to conserve energy and they get a prize then changing the terms so no one gets a prize.
People still continue to conserve energy even though there is no prize
Bait and Switch
Getting someone to commit to going to store to buy something on sale then being out of stock and getting them to buy the more expensive version
What is foot in the door technique
When you ask someone to do something small and then ask for more
Explain the Freedman and Fraser Experiment
Freedman and Fraser discovered that in order for FITD to be effective you have to first get the people to perform the action they originally committed to
How is Foot in the Door Technique different than low-balling
Low-balling occurs in one meeting such as a car sale. FITD occurs over multiple encounters, slowly getting people to commit more and more. FITD is better for long-term comittment
What does the comment “but you are free” have on people
It makes people feel like they have a choice which actually increases the likelihood to comply. Compliance increases by 93%
What are the 4 key components of persuasion according to the Yale Group
Source: Who is speaking
Target: who is your audience
Message: what the content of your argument is
Medium: The form of communication used to convey argument
Why is credibility important
If a person appears trustworthy or an expert we are more likely to accept their cues. These cues get paired with the message
What did Hovland and Weiss want to solve
How long does the effects of credibility last
Define normal decay
The decrease in persuasion that a credible source has over time
Define sleeper effect
The increase in persuasion that a non-credible source has over time
How did Hovland and Weiss test their theory
Got participants to fill out a general questionnaire on controversial topics. A few days later they read a persuasive message before consenting to source memory tests and an attitude questionnaire. Few weeks later tested patients with memory tests and an attitude questionnaire.
Describe nonverbal cues and how they affect credibility
Cues that are expressed through body language such as facial expressions, how they talk, and their posture. Seeming confident and positive is more persuasive
How does distraction affect persuasion
The more distracted someone is, the more likely they are to be persuaded.
Festinger tested this to prove it was true
Describe the Elaboration Model
There are two types of ways people are persuaded. Via the central processing or peripheral processing
Describe Central Processing
People are persuaded based on the facts presented in the argument
Describe Peripheral Processing
People are persuaded by artificial factors such as physical features, accents, etc.
What did Chaiken test and what were the results?
Chaiken tested the likability and content of an argument and how effective it was on persuading peripheral and central thinkers.
What should be taken away from Chaiken
Peripheral cues still matter to people centrally focused.
