Persuasion Commitment and Consistency

Foot-in-the-door

 

Starts with a small request and the moves to a larger one in small increments. Involves the process of commitment and consistency. Ex of C & C

 

 Door-in-the-face

• You first ask for something really large that you know will be turned down.

•   Then you make a smaller request which no seems more reasonable

• People feel pressure to reciprocate your concession by saying yes

• This works because of contrast – the second request looks mild next to the first request

• Ex of reciprocity  

What are the four characteristics of commitments that change self-image? 

• Must be active

• Must be public

• Must take effort

• Must be freely chosen

What are the four factors that affect an individual’s vulnerability to commitments? 

• Age (higher age/higher vulnerability)

• Individualism (higher/higher)

• Pride (more/higher)

• Self-consciousness (higher/higher)

How does the low-ball technique work?  Why is it considered an example of commitment and consistency? 

Begins with a good and very attractive deal. Then, just before the sale, the deal changes to something less attractive. Once you say yes, you feel a psychological pressure to stay consistent with the decision you already made.