Ch 8: Social Influence and Persuasion

These flashcards cover key concepts related to social influence and persuasion from the lecture.

Fake news

deliberate misinformation that is spread thriugh traditional channels

Normative social influence

A type of social influence where individuals change their behavior to be liked and accepted by others.

Normative social influence examples

• Peer Pressure

• Fashion Trends

• Social Media Influences

Informational social influence

A type of social influence where individuals conform because they believe others know better.

Informational social influence examples

• Looking for cues at fancy restaurants

• Following the Crowd in Emergencies

• Online Reviews

Commitment & Consistency Techniques of Social Influence

• Foot-in-the-door technique

• Low-ball technique

Foot-in-the-door technique

A persuasive strategy that involves making a small initial request followed by a larger request.

Foot-in-the-door technique example

• Small Request: "Can you fill out a quick survey?"

• Larger Request: Later, they ask for a donation, and you're more likely to agree.

Low-ball technique

A persuasive strategy that starts with a low-cost request and later reveals hidden additional costs.

Low-ball technique example

• Attractive Offer: A car dealer offers a low price.

• Changed Terms: After you agree, they add hidden fees, but you're more likely to still buy the car.

Bait-and-switch technique

A deceptive marketing strategy where a seller advertises a product at a low price but, once customers arrive, they are informed that the product is unavailable and are instead offered a more expensive item.

• Illegal

Bait-and-switch technique example

A store advertises a popular smartphone at an unbelievably low price, but when customers arrive, they’re told the phone is out of stock and offered a much more expensive model instead.

Lablening technique

Assigning a label to an individual and then request a favor that is consistent with that label

Lablening technique example

A salesperson says, “You’re a person who values quality, so I’m sure you’ll appreciate this premium product,” to make the customer feel like they should buy the high-end option.

Reciprocation Techniques of Social Influence

• Door-in-the-face technique

• That’s-not-all technique

Door-in-the-face technique

A persuasive strategy that starts with an inflated request, then retreats to a smaller request that seems like a concession.

Door-in-the-face technique example

• Large Request: "Can you donate $100?"

• Smaller Request: After you refuse, they ask for $20, which seems more reasonable, so you agree

That’s-not-all technique

Begin with an inflated request, but before the person can respond, sweeten the deal by offerting a bonus or discount

That’s-not-all technique example

“For just $19.99, you’ll get a set of knives. But wait, if you call now, we’ll throw in a free cutting board and a set of steak knives—an incredible value!”

Scarcity Techniques of Social Influence

• Scarcity principle

• Limited-number technique

• Fast-approaching-deadline technique

Scarcity principle

The idea that rare opportunities are perceived as more valuable than plentiful ones.

Limited-number technique

An item is in short supply and will only be available for a limited time, making it more desirable to consumers.

Limited-number technique example

"Hurry, only 5 spots left for our exclusive VIP membership! Once they're gone, they're gone!"

Fast-approaching-deadilne technique

An item or price is only available for a limited time

Fast-approaching-deadilne technique example

"You have only 24 hours left to get 50% off on all items. The sale ends tomorrow at midnight—don’t miss out!"

Capturing Attention & Disrupting Attention Techniques of Social Influence

• Pique technique

• Disrupt-then-reframe technique

Pique technique

Capture peoples attention by making a novel request

Pique technique example

A street vendor says, “Hey, would you like to try a sample of our weird new flavor?” The word "weird" piques curiosity, making people want to know more about the unusual offering.

Disrupt-then-reframe technique

Introduce an unexpected element that disrupts critical thinking and then reframe the messafe in a positive light

Disrupt-then-reframe technique example

A salesperson says, “This may sound crazy, but we’re offering this incredible deal at 50% off. But here’s the thing—this isn't for everyone. It’s only for people who want to save money on something they’ll actually use.”

• The initial shock (disruption) grabs attention, and then they reframe it as a selective, smart choice, making it feel exclusive and valuable.

Components of persuasion

• Who

• Says what

• To whom

Who

• Credibility: the individual that delivers the message

• Likability: influenced by similarity and physical attractiveness

Halo effect

The cognitive bias where the perception of one positive quality leads to the assumption of other positive qualities.

Says what

• the message

• Can present the cold, hard facts or appeal to emotions

  • Ex. food & alcohol in charity events

One-sided messages

These only present one point of view — typically the speaker's own argument. They ignore or don't acknowledge opposing views.

Double-sided messages

These present both sides of an argument, acknowledging counterarguments, but then refute them or explain why your position is stronger.

To Whom

• The audience's characteristics and needs

Receptivity

Understanding the meddage

Yielding

Acceptance of the message

Need for cognition

• Opposite of a cognitive miser

• Tendency to engage in and wnjoy efforful thinking, analysis, and solving mental problems

Peripheral cues

• Experts know best

• The more arguments, the better

• Expensive & rare products are good

• What is beautiful is good

Resisting socil influence techniques

• Attitude inoculation

  • exposure

• Forewarned is forearmed

  • preparation

• Stockpile resources

  • sleep

Elaboration likelihood model

A theory suggesting there are two routes to persuasion: the central route (deliberate processing) and the peripheral route (automatic processing).

Self-monitoring

The tendency for individuals to observe and control their behavior in social situations according to the reactions of others.

Attitude inoculation

A strategy for protecting attitudes by exposing individuals to small doses of counterarguments.