Persuasion Flashcards

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1
Q

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

A

Consistency and reciprocation

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2
Q

Why do people feel the need to be consistent

A

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.

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3
Q

How is consistency effective in persuading someone

A

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

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4
Q

How is reciprocation effective in persuading someone

A

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

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5
Q

What is Low-balling

A

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”

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6
Q

Low-balling for Evil

A

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

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7
Q

Low-balling for good

A

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

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8
Q

Bait and Switch

A

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

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9
Q

What is foot in the door technique

A

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

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10
Q

Explain the Freedman and Fraser Experiment

A

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

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11
Q

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

A

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

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12
Q

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

A

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

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13
Q

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

A

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

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14
Q

Why is credibility important

A

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

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15
Q

What did Hovland and Weiss want to solve

A

How long does the effects of credibility last

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16
Q

Define normal decay

A

The decrease in persuasion that a credible source has over time

17
Q

Define sleeper effect

A

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

18
Q

How did Hovland and Weiss test their theory

A

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.

19
Q

Describe nonverbal cues and how they affect credibility

A

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

20
Q

How does distraction affect persuasion

A

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

Festinger tested this to prove it was true

21
Q

Describe the Elaboration Model

A

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

22
Q

Describe Central Processing

A

People are persuaded based on the facts presented in the argument

23
Q

Describe Peripheral Processing

A

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

24
Q

What did Chaiken test and what were the results?

A

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

25
Q

What should be taken away from Chaiken

A

Peripheral cues still matter to people centrally focused.