social influence

Conformity

change behavior to fit in with a group or match others

Compliance

changing behavior in response to a direct request

Obedience (type of compliance)

changing behavior because of a direct request from someone with authority

normative influenc

want to be accepted not rejected

descriptive influence

how behavior is typically done

informational influence

go with the group because you genuinely think that you're wrong and they're right (social validation)

how groups react to opposition

argue, punish, ignore

social cognition

one person does something and then all their friends start doing it (ex. saynig slang and it catches on)

mass psychogenic illness

(part of social cognition) one persons symptoms spread through a social environment

5 principals of compliance

Commitment/consistency, reciprocation, scarcity, attention, friendship/liking

Commitment/consistency

foot in the door, low-ball, bait switch, labeling, and obligation

reciprocation

door in the face, that's not all, favors

Scarcity

what's rare is good, limited numbers, and fast approaching deadlines

attention principal of compliance

pique, disrupt then reframe

friendhship/liking

incidental similarity, ingratiation and self promotion

low ball

low entry deal so you agree to the deal , even with the hidden addition (ex. low car price, but the car has bad windshield wipers)

bait and switch

bait someone with a good deal then persuade them to settle for something more expensive or less quality

labeling

label somebody as something they are going to act consistently with the label

that's not all

end of a sales putch they throw something else in to get you to buy it

favors

I ask you to do me a favor to get you to like me more

incidental similarity

find small things that are similar between the salesperson and the consumer so consumer is more likely to buy (we like people similar to us)

ingratiation and self promotion

doing something to get someone to like you

sleeper effect

delayed persuasion from a credible source

personal importance

make persuasion relevant to someone, they are more open to it

primacy

first example presented to you is what you choose, works better when all choices are presented at once (ex. buying cereal )

recency

works better for a choice being made across time (repeated choice or looking for a specific point) either want to be first or last to present message

yielding

how accepting they are of your message