Sequential Persuasion Flashcards
Pregiving Cialdini 1994
Doing a favour for someone then asking them for a favour at a later date
Foot in the door
Small request followed by second larger request
Self perception theory
concerned with attitudes and behaviours - people look at how they behave and learn about themselves
Foot in the door works best when…
initial request not too large
is related to pro-social causes
no external inducements
Does foot in the door need to be the same person to b effective?
No
Regan 1971
Coca Cola pregiving (raffle tickets to build gym)
Church 1993
including $5 with mailed questionnaire
George et al 1988
Study of women accepting drinks (more sexually available)
Groves et al 1992
pregiving must be seen as a favour
foot in the door works because
we see ourselves as altruistic after agreeing to do the smaller request so agree to the second
Foot in the mouth
fund raising - ask someone how they are feeling to get them talking to you (Howard 1990)
Door in the face
start with larger request then follow with smaller one
door in the face works because…
perceptual contrast effect, reciprocal concession (Cialdini 1994) if someone makes a concession we feel obliged to comply
Pendleton and Batson 1979 ‘self presentation’
when does door in the face work
first request not too large, not too small
pro-social causes
brief time-gap between between the two requests
exchange oriented people (concerned with what they owe people/what people owe them
That’s not all
Describe something as EXTRA FREE rather than including it in the cost
