W4 - Psychology of Influence Flashcards
Pavlov’s dog. The notion that our brains automatically respond to stimuli
Classical conditioning
When hearing a reason we increase our willingness to comply
Auto-responses (reasons and cues)
Decision to react to a given outcome based on its special and time-constraining form
Conditioned response
Repaying our debts in kind, keeping in mind that debts fade with time
Reciprocity effect
A same given for free that aims at capitalising a reason for purchase
Not-so-free sample
Soft drink/raffle ticket. We relieve ourselves from the psychological burden of deb by willing to pay mor ethan we really owe
Unequal exchanges and uninvited debts
Charity ticket dance vs. charity flower. A concession with the other players conscience
Reciprocal concession
If you want X+Y, you ask for ABCXY which will be rejected and then you can weed the offer down to what you really wanted
Rejection-then-retreat
Once we make a choice we will encounter personal or interpersonal pressure to behave consistently with that stand/commitment.
Commitment and consistency effect
Once we have made a decision, we find it redundant to re-decide. We dislike extra thinking
Thinking aversion
Person is induced into making a small, seemingly unconscious commitment and then consistently asked to expand and build on that commitment
Foot in the door, then in the arse
A (1) high quantity of people, who are (2) similar to you, doing something (3) frequently will condition your behavior
Social Proof
Situation where an individual privately does not support something but then supports it when in public
Pluralistic ignorance
Taking social cues from others, even if they are bad, just because we spend a lot of time with them
Monkey see, monkey do
When confronted with one trait of a person, we generalise that to them as representative of all their traits
Liking / halo effect
