Soc 10-15

Question 1

Do humans respond automatically to the weapons of influence?

Answer 1

YES

Question 2

What are the 6 weapons of influence?

Answer 2

1. Reciprocation
2. Liking
3. Authority
4. Commitment and consistency
5. Scarcity
6. Social validation

Question 3

What did Kuntz & Woolcoot find when they sent out greeting cards to strangers?

Answer 3

117/578 people sent a card back - highlights the power of reciprocity (even if we don’t know the person)

Question 4

What did the experiment ‘Joe and the coke can’ show about the power of reciprocity and liking?

Answer 4

Participants who did not receive the Coke typically still bought tickets if they liked Joe.

Participants who received the Coke, typically bought tickets regardless of whether or no they liked Joe.

The norm of reciprocity tends to overwhelm other factors such as liking that normally affects our decisions to comply.

Question 5

Does the gift/favour still work if you didn’t invite it?

Answer 5

YES

Question 6

How much were charities able to increase their donations by if they simply including personalised addressed labels?

Answer 6

Increase in donations from 13% to 35%

Question 7

Why do we find ourselves returning uninvited favours?

Answer 7

It makes evolutionary sense to return an uninvited favour because then you are developing a reciprocal relationship.

Question 8

Can the gift/favour trigger an unfair exchange?

Answer 8

YES

The rule only demands that one favour be exchanged for another, it doesn’t say that the favour has to be equal.

Question 9

What is the door-in-the-face tactic?

Answer 9

If someone makes a concession, we should make on too.

Requester changes from a large request to a small request. The recipient changes from non-compliant to compliant even if they are not really interested in what is offered.

Question 10

What is the contrast principle?

Answer 10

Our judgement of a person/object will be influenced by a person/object that we compare it to - judgements are easily swayed.

E.g., male participants rated female students less attractive if they had just watched “Charlie’s Angels”

Question 11

What are some retail examples of the contrast principle?

Answer 11

Buying clothes: salesperson usually asks you if you want a belt or tie AFTER you have purchased the expensive suit

Buying a car, optional extras are added

Question 12

How can you fight the reciprocity principle?

Answer 12

Decline the initial favour or gift.

If they make a concession, don’t feel obligated to also make a concession.

Question 13

How often is a Tupperware Party going on in the world?

Answer 13

Every 2.3 seconds

Question 14

Why is the Tupperware Party so successful?

Answer 14

Because of the liking principle

Question 15

4 factors that determine whether or not we like someone

Answer 15

Physical attractiveness
Similarity
Contact and co-operation
Conditioning and association

Question 16

What is the halo effect? And an example.

Answer 16

When one characteristic of a person sort of dominates how we see this person.

Physical attractiveness is a halo effect - they are typically judged as more intelligent, competent, sociable than less attractive people.

Question 17

What is the chameleon effect?

Answer 17

When you mirror what the other person is doing.

They claim people like it because it makes the interaction go a lot smoother.

Question 18

When waitresses mimiced their customers, how much more of a tip did they receive?

Answer 18

68%

Question 19

How does contact increase liking?

Answer 19

The more we are exposed to a person, the more positively we feel toward him/her

Question 20

Politician example of contact

Answer 20

There is a strong connection between the amount of media exposure and a candidate’s chance at winning - the public feel familiar with their picture because they’ve seen it everywhere

Question 21

How does cooperation increase liking?

Answer 21

When someone cooperates with us, it engenders feelings of liking

Question 22

How does conditioning and association affect liking?

Answer 22

We like (and are more willing to comply with) people who are associated with positive feelings or events

Question 23

What is the “Luncheon technique”

Answer 23

You show more approval to things being shown to you while you are eating than not.

Question 24

How can you fight the liking principle?

Answer 24

Be sensitive to the feelings that you have come to like in the potential manipulator more than you should under the circumstances.

Separate the person from the product.

Question 25

Which is more effective, intrinsic or extrinsic motivation?

Answer 25

Intrinsic motivation is more effective than extrinsic motivation.

Question 26

What is low-ball tactic?

Answer 26

A two-step compliance technique in which the manipulator secures an agreement with a request (STEP 1) but then increases the size of that request by revealing hidden costs (STEP 2).

Question 27

What does the Milgram (1963) study demonstrate about the authority principle?

Answer 27

When the experimenter delivered instructions by the phone, only 20% continued to obey.

It significantly reduced the perceived authority.

Question 28

What is the sleeper effect?

Answer 28

Sleep effect takes place in a situation when effects of a persuasive message are stronger when more time passes.

Question 29

What is social validation?

Answer 29

We look to others for cues on how to think, feel and behave

Question 30

What is altruism?

Answer 30

The behaviour of an animal that benefits another at its own expense

Question 31

How can we fight social validation when we need help?

Answer 31

Counteract ambiguity - make it clear that you need help

Reduce diffusion of responsibility - single people out