sequential persuasion Flashcards
why does lowballing work? cialdini 1978
cognitive commitment has already been made and is hard to change.
light next to dark gets lighter (door in the face)(thats not all)
perceptual contrast effect, cialdini 1994
Pregiving, Groves et al 1992
must be seen as a favour in order to work in an effective way
foot in the mouth, Howard 1990
e.g. fundraising context - first ask how they are feeling - second, when they say they’re feeling good, say you’re glad that they’re feeling good – they’re more likely to donate money to people who aren’t feeling as good as you
1) asked students to participate in thinking experiment that starts at 7am, 31% agreed 2) others only told about the 7am start after they had agreed to participate
Lowball, cialdini et al 1978 test
1st ask students if they would spend 15 hours /week tutoring children 2nd- when 1st is rejects, then ask if they would spend an afternoon taking the kid to a museum/cinema
Door in the face, O’Keefe and Hale 1998 test
self presentation, pendleton botson 1979
internalised standards- want to present a good self image (door in the face)
perceptual contrast effect, cialdini 1994
light next to dark gets lighter (door in the face)(thats not all)
when does door in the face work?
1st request not too large or too small -better with pro-social causes ]-brief time gap between two requests -requests made by same person or group -exchange orientated people
3 changes need to be brought about in a persuadee - activation of an attitude (caused by smaller request) -make sure persuadee sees 2nd request is linked with same attitude -make sure persuadee feels that there are social norms operating (not to comply would be unreasonable) -not necessary for 2nd request to be made by same person -must be no external inducements to comply with first request -initial request not too large, not too small
Foot in the door, Gorasina and Olson 1995
door in the face, definition
start with large request and follow with smaller request
Foot in the door, Freedman and Fraser 1966
signs outside houses- first group 83% refused, second group had already agreed to smaller request 2 weeks prior, only 24% refused
cognitive commitment has already been made and is hard to change.
why does lowballing work? cialdini 1978
Fear then relief- polinski and nawrat 1998
-researchers placed piece of paper behind a car’s windscreen wiper, resembling a parking ticket -car owners returning to car experienced fear/ anxiety - paper was in fact an appeal for blood donations- fear was replaced with relief -researcher then asked if they would fill in a questionnaire- most agreed -BECAUSE relief becomes associated with 2nd request. also leads to temporary mindlessness- they are distracted, less attentive and more susceptible
Pregiving, cialdini 1994
effectiveness based on ‘norm of reciprocity’- we should try to repay in kind what another person has provided for us
- got students to sign up for interesting and paid experiment. when they came they were told it had been cancelled and were offered a less interesting and unpaid experiment- majority agreed.
Bait and switch, Joule et al 1989
