Persuasion by our own actions Flashcards
____: changing one’s behavior in response to a direct
request
Examples: Salesman Advertisements / Commercials Con-men Anyone asking for a favor
Compliance
Principles of _____
1. Reciprocation 2. Social validation 3. Consistency 4. Friendship/Linking 5. Scarcity 6. Authority
compliance
Principles of Compliance.
1. ______
- Norm of reciprocity: return of the form of behavior that you have received (discomfort)
○ When a stranger does you a favor, you feel the need to repay them as soon as possible - A person should be more willing to comply with a request from someone who has previously provided a favor or concession
- Salespeople: give gift and reciprocal gift from target is compliance
Reciprocation
Types of ___ ___
Door in the face
○ Requester asks for an extreme favor (which will be rejected), then asks for a moderate favor
○ Haggling
○ Starting salary - throw out a number significantly higher than what you would take (the first number spoken is the anchor) easy to come down from a high anchor
○ Target feels obligated to reciprocate the ‘favor’ of moving from big to small request = compliance
- Charities and address labels
○ “that’s not all”
- Speical case of door in the face; different because the target isnt able to say no before the better offer is provided
- Typcially price reduction or additional item
Targets want to reciprocate for the ‘better deal’ = compliance
Types of reciprocal concessions
Principles of Compliance.
2. ______
○ We look to others to determine appropriate ways to behave
○ Based on social comparison theory
○ A person should be more willing to comply if behavior is what similar others are doing
○ Types of social validation
- Salting the tip jar - everyone is giving at least a dollar
○ The “#1 in America” “Fastest Selling”
- Everyone’s buying it, it must be good
○ List technique
- Showing list of similar other who have complied before making the request
○ Conformity to Norms - hotel and towels
- “most of our guests agree that this is a good idea” and people are much more pressued to comply
Social Validation
Principles of Compliance.
3. ______
- People have a desire to be consistent
After makign a commitment, an individual is more likely to comply with consistent behaviors
- stating your intentions publicly increase your chances of following through
- this desire is based on Cognitive Dissonance Theory
Consistencyq
Principles of Compliance. 3. Consistenty. \_\_\_ \_\_\_\_ \_\_\_ Festinger (1957) - Dissonance: psychological discomfort/tension resulting from discrepancy between: -Two cognitions (thoughts/opinions) -Attitudes and behavior - Experience strong motive to reduce dissonance & regain consistency. Ways to reduce dissonance: -Change behavior -Change dissonant cognitions/attitudes -Add new consonant cognitions
Cognitive Dissonance Theory
Principles of Compliance.
3 .______.
Types of ____
Foot in the door
□ Ask for a small favor, then ask fro a related larger favor
□ Especially likely to comply in the second task is similar to the first task, and is related to the same issue
□ Fire guy story “maam!”
- Knocks on the door, woman said no to the sales pitch, he asks for a glass of water
- For no delay: door in the face works better
- For 1 week delay: foot in the door works better
Consistency
Principles of Compliance.
3 .______.
Types of ____
-Bait and switch
□ Advertise beforehand cheap product to get individual to commit to buying item, them makes cheap item unavailable
□ You committed to buying a TV that day from that store, much easier to raise the price
□ Black Friday door busters
- Low-ball techniques
□ Obtains a commitment to item, then increases costs of obtaining the item
□ $5,000 less than the sticker price, leaves you alone for 20 min, you picture it as your car, the sales person comes back and says actually is $7000 more than what we just agreed (rip)
Types of consistency
Principles of Compliance.
4 .______.
- An individual will be more likely to comply with requests of friends/liked others
- Tupperware party, Fantasia party, jewelry party, jam berry party, Avon, scrapbooking - Enhanced liking
- Physical attractiveness, halo effect - Similarity
- Mirror and match
- Common ground
- Compliments
- Reciprocation, true vs untrue
- Cooperation
- ‘on your side’
Reciprocation/Liking
Principles of Compliance.
5 .______.
- Opportunities seem more valuable when less available
- 2 reasons:
- “rare is good” heuristic
- Loss of freedom - reactance theory
- Ex
- Deadline technique “call within the next 15 minutes” 1 week only
- Home shopping network
- Negative framing effects
- People tend to be more motivated by loss thang gain’
Scarcity
Principles of Compliance.
6 .______.
Someitmes not legitimate – the “doctor” on eharmony, or a police officer costume man stealing money at the ATM
People are more likely to follow an authority
figure’s suggestions
Assume, usually correctly, that authorities have
superior knowledge, or abilities.
BUT this can lead us to comply even when authority
figure isn’t legitimate
Authority
