Persuasion

Question 1

What are the two persuasive techniques used when trying to persuade someone

Answer 1

Consistency and reciprocation

Question 2

Why do people feel the need to be consistent

Answer 2

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.

Question 3

How is consistency effective in persuading someone

Answer 3

If you manage to get a commitment from someone they will follow through because they want to be consistent

Question 4

How is reciprocation effective in persuading someone

Answer 4

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

Question 5

What is Low-balling

Answer 5

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”

Question 6

Low-balling for Evil

Answer 6

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

Question 7

Low-balling for good

Answer 7

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

Question 8

Bait and Switch

Answer 8

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

Question 9

What is foot in the door technique

Answer 9

When you ask someone to do something small and then ask for more

Question 10

Explain the Freedman and Fraser Experiment

Answer 10

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

Question 11

How is Foot in the Door Technique different than low-balling

Answer 11

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

Question 12

What does the comment “but you are free” have on people

Answer 12

It makes people feel like they have a choice which actually increases the likelihood to comply. Compliance increases by 93%

Question 13

What are the 4 key components of persuasion according to the Yale Group

Answer 13

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

Question 14

Why is credibility important

Answer 14

If a person appears trustworthy or an expert we are more likely to accept their cues. These cues get paired with the message

Question 15

What did Hovland and Weiss want to solve

Answer 15

How long does the effects of credibility last

Question 16

Define normal decay

Answer 16

The decrease in persuasion that a credible source has over time

Question 17

Define sleeper effect

Answer 17

The increase in persuasion that a non-credible source has over time

Question 18

How did Hovland and Weiss test their theory

Answer 18

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.

Question 19

Describe nonverbal cues and how they affect credibility

Answer 19

Cues that are expressed through body language such as facial expressions, how they talk, and their posture. Seeming confident and positive is more persuasive

Question 20

How does distraction affect persuasion

Answer 20

The more distracted someone is, the more likely they are to be persuaded.

Festinger tested this to prove it was true

Question 21

Describe the Elaboration Model

Answer 21

There are two types of ways people are persuaded. Via the central processing or peripheral processing

Question 22

Describe Central Processing

Answer 22

People are persuaded based on the facts presented in the argument

Question 23

Describe Peripheral Processing

Answer 23

People are persuaded by artificial factors such as physical features, accents, etc.

Question 24

What did Chaiken test and what were the results?

Answer 24

Chaiken tested the likability and content of an argument and how effective it was on persuading peripheral and central thinkers.

Question 25

What should be taken away from Chaiken

Answer 25

Peripheral cues still matter to people centrally focused.