PSYC1030 Quiz 3 Persuasion

McGuires Chain of persuasion

-Presentation
-Attention
-Comprehension
-Yielding
-Retention
-Behaviour

what did regan 1971 find

participants who were given a drink by the confederate with no expectations bought more raffle tickets than participants given a drink by experimenter

what did barry and kanouse 1987 find

participants who were given $20 as a gift had a higher completion rate of surveys than participants who were promised (and given) $20 as a reward after completing the survey

Brocks Cognitive Response Analysis

A persuasive message and things associated are the focus of ELABORATIVE THOUGHTS

What's "elaborative thoughts" according to Brocks Cognitive Response Analysis model

Whether or not we think favourably about the message. This leads on to attitude change.

Elaboration likelihood model

-Dual process model
-Central route
-Peripheral route

Central route (Elaboration likelihood model)

-Elaboration strengths/weaknesses
-Association with positive stimuli unimportant
-Attitude change based on quality argument

Peripheral route (Elaboration likelihood model)

-Little or no elaboration of content
-Association with positive stimuli influential
-Attitude change based on emotional appeal

Compliance

Agreeing to a request from someone who does not have the authority to make you obey

Principles of compliance by Robert Cialdini

-Reciprocation
-Consistency
-Social validation
-Liking
-Scarcity
-Authority

Robert Cialdini learned compliance from the following people

-Salespeople
-Advertisers
-Real estate agents
-Negotiators
-Con artists

How are persuasion/compliance techniques developed in sales people according to Robert Cialdini

Persuasion techniques developed via NATURAL SELECTION. The most adaptive compliance techniques will persist in these professions

Reciprocation

more willing to comply with a request from someone who has previously provided a favour or concession to us

If people display behaviours to us we will display behaviours of quivalent or greater value back

• Ppl self disclose to us we are more likely to self disclose back

Why does reciprocation exist

Powerful norm for reciprocation in society

Obligation to return behaviour we receive

examples of reciprocity

-Liking
-Cooperation
-Competition
-Self-disclose
-Make concessions
-Gifts

Door in the face technique

Variation of the rule of reciprocation.

Give concession then ask for concession from them

-Extreme, unreasonable request
-Rejected
-Moderate request "concession"
-Creates pressure of reciprocal concession

What technique is used in negotiation situations

Door in the face technique

Ambit claim (blue sky demand)

Ridiculous initial demand with expectation of future compromise

Each side making concession which creates pressure for reciprocal concessions

Why does the Blue sky demand work well

Humans better at making relative judgements than absolute judgements

When preceded by large request, subsequent requests seem more reasonable

What's contrast effect

Next to something very big, other things don't seem so big anymore (e.g. in watergate w/ gordon liddy and the republican scandal)

What two theories demonstrate we are strongly motivated to maintain a consistent set of thoughts

-Festinger's (1957) cognitive dissonance theory
-Heider's (1957) balance theory

Foot in the door technique

-Consistency technique
-Two-step procedure.
-Start by asking for something small
-Once locked
-Ask the real favour, much bigger
-Pressured to agree

How does the foot in the door technique work

Process of self perception

-Agree to initial small request
-Agree to larger request due to need to be consistent with "who you are"

When are commitments more powerful

-Active
-Effortful
-Made publicly in front of others
-Not coerced from you by pressure

What principle is used in the "bait and switch"

Variation of the principle of consistency includes commitment

Steps involved in the "bait and switch"

-Give inducement
-Once committed
-Remove inducement
-Pressured to be consistent with initial commitment

Toys at Christmas sold at heavily discounted. but oh no!! only limited and we’re sold out of the discounted ones :( . here is something similar tho

Low Balling

-Give inducement
-Once committed
-Increasing costs
-Pressured to be consistent with a commitment

Advertise cheap flight, once committed, reveal additional hidden costs.

what did robert cialdini’s 1978 experiment on lowballing find

if ppl weren’t informed experiment was at 7am before they said yes, they were 25% more likely to uphold commitment

What technique was effectively used for brainwashing during Korean War

Consistency technique

Effective brain washing techniques

When you behave in a way different to your self image your self image can shift to align with that behaviour

How are you feeling technique

Once you have said you are well, more difficult to appear stingy when
you are asked to help others less fortunate

Howard 1990

Conformity

-Persuaded by the behaviours and attitudes of others
-Use of beliefs, attitudes, actions of others as a basis of comparison

what did cialdini 1990 find

whether ppl littered or not was influenced based on how much litter was already there

what did milgram 1969 find

others will stare at sky if small group of ppl are already doing that

Festinger's social comparison theory (social validation principle)

People have a constant drive to evaluate themselves. Prefer to use objective cues to do this but if this isn't available they will rely on a social comparison instead

 

Examples of social validation

-Half full tip jars
-Top selling items
-Church collection basket

What's the list technique

-Social validation
-Pressures of conformity
-Works by asking for a request only after target shown a list of others
who already agreed

Why does the list technique work

-We are not sure what the appropriate behaviour is or
-We don't want to stand out from the group

Examples of conformity

-Bulimia
-Hooliganism
-Nazi Germany
-Genocides

Tupperware uses what techniques

-Reciprocation
-Liking

What's informational influence

-Conform with group when the group clearly wrong
-Thought they were wrong so relied on the group

what experiment showed conformity

asch 1955

What is the Limited number tactic

-Scarcity
-Limited number of things for sale

-deadlines

Factors used to persuade us via "liking"

-Attractiveness
-Cooperation
-Similarity
-Compliments

What's "mirror and match"

"Liking" technique using "similarity" factor

Matching body posture, mood, verbal style

Scarcity

Social factors influence or persuade
Appears high demand = more value
Abundance = less valued

Opportunities seem more valuable when they are less available

 Things harder to get r usually better than things easy to get

Normative influence

Seeing things differently from group meant something wrong with them, so tried to hide it to avoid ridicule or social sanctioning

Cultural impact of conformity

-North American and Western European conformed less
-Western emphasise individual autonomy
-Eastern emphasise interdependence and value social relationships

bond & smith 1996

Psychological reactance

-Principle of scarcity
-As things become less available we lose freedoms so we react against an interference by trying to possess the thing even more.

hofling 1966

 When drs told nurses to give unsafe dose of medicine to pt 95% of the time they would agree

bickman 1974

we're more likely to follow commands of ppl in uniforms

Obedience

Type of compliance

When is someone more likely to obey (obedience)

-More influenced by status of authority figure
-More influenced by uniforms
-When someone else takes responsibility
-When there is barriers to empathy
-Power of commitment

Stanley Milgram's famous experiment was testing what and what was the result

-Obedience
-Inspired by Nazi war criminal Albert Eichmann

-ppl would give fatal levels of shocks even when the ‘victims’ were shouting and crying

-in baseline 65% of ppl went to end of scale

What was the critical variable in deciding what action in the obedience study

Identification with mission and leadership resulting in cooperation