Test 2 Flashcards
3 reasons for consistency
it is self protective
conserves mental effort
It is valued by society
How does consistency conserve mental effort?
Once we make a choice, staying consistent means we don’t have to think anymore.
In society, how is consistency valued?
it is associated with personal and intellectual strength
Describe the foot in the door technique
Gain targets compliance with a small request and then make a larger request
The following is an example of what tactic:
Would you sign a petition against animal testing?
Would you do rate money to the humane society?
Foot in the door
How does foot in the door work?
Compliance with the initial request changes one’s self image to be consistent with that first favor, and it would be inconsistent with this image to refuse the second request
How does the low ball technique work?
Get an agreement to a specific arrangement and then change the terms of the arrangement
The following is an example of what tactic:
Get customer to agree to buy a new car for $15000, then
“Oh you wanted a CD player? Then that’ll be $15699”
Low balling
How does low balling work?
After making an active choice for something, people take “mental possession” of it and it becomes part of their self concept. It is easier to continue with the commitment than to change the self concept
Bait and switch
Advertise a good deal, then describe it as unwise and suggest alternative
The following is an example of what tactic:
Advertise low price on new stereo
“That stereo is junk, but only $99 more buys this beauty!”
Bait and switch
How does bait and switch work?
gets people to accept a deal they would have dismissed if it had been offered first; getting people to make a commitment to a general course of action
What is labeling technique
Assign the target a trait label, seek compliance with a label consistent request
The following is an example of which tactic:
“You are a very generous person!”
“Say, can you contribute to the Humane Society?”
Labeling
How does the labeling technique work?
By encouraging the target to accept the label, that part of their identity and/or past behavior consistent with that label become salient; it is easier to behave consistently with the label than to say no
Factors that affect the effectiveness of commitment and consistency
Preference for consistency
Age
Culture
How does age affect consistency? What does research show about this?
People who are strong in their proclivity toward consistency tend to fall victim to commitment tactics. Researchers have found that as age increases, preference for consistency also increases and is strongest among those over age 50.
Culture and consistency
Individualist cultures tend to be more prone to influence tactics because they decide how they should behave and refer to their own history opinions choices and behaviors rather than that of others
Defense: Heart of heart signs
We experience our feelings toward something seconds before we can intellectualize about that subject; it is pure feeling and occurs before active cognition
5 defining characteristics of cults
- Distinctive ritual beliefs related to worship
- Members are not free to leave group
- Members are isolated from the general public including friends family and loved ones not in the group
- Centered around charismatic and controlling leader
- Goal of cult is to serve the leader
4 distinctive types of cults
- Religious
- Psychological/enlightenment
- Commercial
- Political
Heaven’s Gate is an example of what cult type?
Religious
Scientology is an example of which cult type?
Psychological/enlightenment
Pyramid selling schemes are an example of which cult type?
Commercial
Hate groups are an example of which cult type?
Political
Love bombing
Offering prospective members unconditional love and acceptance to join
Hot seat technique
Used by cults to recruit new members: get someone to admit their failings in front of the group
What heuristic is used for the friendship/liking principle?
If a friend or someone else in your group asks for a favor it pays to say yes; liking implies social bond
How to compliance professionals use the friendship/liking principle?
We like to say yes to those we like
Does the home selling approach work?
The strength of the social bond is twice as likely to determine a purchase then feelings about the product
How do compliance professionals get us to like them?
Physical attractiveness and the halo effect; by highlighting genuine or false similarity between us and them; flattery
Convergence
Adopting the behaviors of your interaction partner
How do people use communication behavior?
as a social barometer for maintaining or manipulating social distance
