Social influence and persuasion

Question 1

Whats the Asch (1955) experiment?

Answer 1

4 controlled people and one real subject
The controlled people were giving the wrong answers to see if the real subject would follow along
When verbally giving the answers the real subject answered wrong to go along with everyone else
When writing down the answers the real subject gave the right answer

Question 2

Whats the Freedman and Fraser (1966) study?

Answer 2

2 conditions
Ring doorbells and ask to put a big sign in their yard saying drive safely or a little sticker on their car
After they agreed to the sticker later asking them too put a sign in their yard
People would comply to the big favor by starting off with the little favor first

Question 3

Whats the PIQUE TECHNIQUE?

Answer 3

Capturing attention, can I have 17 cents verses can I have spare change

Question 4

Whats the “THAT’S NOT ALL” TACHNIQUE?

Answer 4

begins with something but at the end adds more

Question 5

Whats the “DOOR IN THE FACE” TECHNIQUE?

Answer 5

gaining compliance with a request after asking a larger request

Question 6

Whats the “FOOT IN THE DOOR” TECHNIQUE?

Answer 6

gaining compliance with a request after gaing compliance with a smaller request

Question 7

Whats the “LOW BALL” TECHNIQUE?

Answer 7

getting someone to buy something for a low price but at check out there is secret fees

Question 8

Whats the 4 basic principles of social influence?

Answer 8

COMMITMENT AND CONSISTENCY
RECIPROCITY
SCARITY
CAPTURING & DISRUPTING ATTENTION

Question 9

Whats COMMITMENT AND CONSISTENCY?

Answer 9

Feeling compelled to act in ways that are consistent with our previous choices

Question 10

Whats RECIPROCITY?

Answer 10

feeling obligated to repay what others have done for you

Question 11

Whats SCARITY?

Answer 11

rare opportunities or items more valuable

Question 12

Whats CAPTURING & DISRUPTING ATTENTION?

Answer 12

asking for something very specific

Question 13

Whats the Cialdini et al. (1975) study?

Answer 13

Asked people to spend 2 hours a week at a zoo and also asked to spend two hours a week for a year
Wanted to see which one would be more compliable, the big number first or the little number first
More people complied with the large favor being asked first

Question 14

what the 2 important factors about the source (person) are when delivering a persuasive message?

Answer 14

Credibility

Likability