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Comm 318 > Test 3 Interpersonal Influence > Flashcards

Test 3 Interpersonal Influence Flashcards

1
Q

what is compliance gaining

A
  • persuasion, focus on changing attitudes to change behaviors
  • compliance-gaining, attempt to induce behavior, regardless of person attitude
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2
Q

what are the 6 Pillars of Interpersonal Influence

A
  1. Reciprocity
  2. Commitment & Consistency
  3. Social Proof
  4. Liking
  5. Authority
  6. Scarcity
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3
Q

explain reciprocity

A
  • First Pillar of Interpersonal Influence
  • Gouldner’s “norm of reciprocity”
  • must give back what we take

in action: the free sample

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4
Q

explain commitment and consistency

A
  • Second Pillar of Interpersonal Influence
  • once we make choice/take stance will encounter personal/interpersonal pressure to behave consistent w/ commitment.
  • consistency key: allow predict our behavior, behavior of others

in action: hazing

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5
Q

what is a possible operating mechanism for commitment and consistency

A

dissonance, impression management, etc

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6
Q

what is a possible operating mechanism for reciprocity

A

guilt

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7
Q

explain social proof

A
  • Third Pillar of Interpersonal Influence
  • we view behavior as correct in given situation to the degree that we see others performing it
  • esp important in high-uncertainty situation

in action: 50,000 Americans can’t be wrong

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8
Q

what is a possible operating mechanism in social proof

A

social norms

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9
Q

explain liking

A
  • Fourth Pillar of Interpersonal Influence
  • most prefer to say yes to request of ppl we know/like
  • attractiveness, similarity, compliments, and familiarity foster liking

in action: tupperware party

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10
Q

what is a possible operating mechanism in liking

A

liking

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11
Q

explain authority

A
  • Fifth Pillar of Interpersonal Influence
  • trained from birth to believe obedience to proper authority is right, disobedience wrong
  • response to authority is adaptive (at some level)
  • practical advantages of complying w/ those ppl who had power over us
  • authority can be counterfeited (titles, clothes, trappings)

in action: security guard

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12
Q

what is a possible operating mechanism in authority

A

power

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13
Q

explain scarcity

A
  • rule of few
  • opportunities seem more valuable when they are less available

in action: beanie babies

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14
Q

what is a possible operating mechanism in scarcity

A

reactance

-scarcity represent a lost/threatened freedom

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15
Q

what are the 5 sequential request techniques

A
  • foot-in-the-door (FITD)
  • door-in-the-face (DITF)
  • lowball procedure
  • disrupt-then-reframe
  • that’s not all
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16
Q

explain the foot-in-the-door (FITD) sequential request technique

A

-Freedman and Fraser
-small request, followed by moderate/large request
-theory: self-perception, commitment
EX. “what is the time? could you also spare a few dollars?”

17
Q

explain the door-in-the-face (DITF) sequential request technique

A

-Cialdini et al.
-large request, followed by moderate/small request
-theory: reciprocal connessions; guilt, perceptual contrast.
EX. “would you be willing to donate $1,000? could you donate $10?”

18
Q

explain the lowball procedure sequential request technique

A

-Cialdini et al.
-gain commitment and slowly raise cost of compliance, changing the deal
-theory: commitment and consistency
EX. after agree buy car for $x, change made to deal (ie. service fees/manager says lower price not available)

19
Q

explain the disrupt-then-reframe sequential request technique

A

-Davis & Knowles
-create confusion to disrupt resistance, use non sequiters, state request in peculiar way
-theory: disrupts refusal script, decrease counterarguing.
EX. its only 300 pennies, thats 3 dollars! it’s a bargain

20
Q

explain the that’s not all sequential request technique

A

-Burger
-additional “reward” for complying
-theory: reciprocity; perpetual contrast
EX. “an that’s not all..”

21
Q

what are the 3 non-sequential request techniques

A
  • “even a penny will help”
  • pique technique
  • altercasting
22
Q

explain the “even a penny will help” non sequential request techniques

A
  • Cialdini & Schroder
  • legitimizes paltry (small) contributions
  • theory: commitment & consistency
23
Q

explain the pique technique non sequential request techniques

A

-Santos, Leve, & Pratkanis
-theory: disrupt script for refusal
EX. “can you spare 17 cents?”

24
Q

explain altercasting non sequential request techniques

A

-Weinstein and Deutschberger
-Project an individual (the target) into a particular role that is consistent w/ one’s goals
-theory: social roles
EX “a good person would…”

Comm 318 (13 decks)

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