Chapter 10 Sequential Persuasion

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Pre-Giving

trying to get someone to comply by acting nice or doing favors in advance

Liking Explanation

people who give something to others are perceived as kind and good

Physical Attraction Explanation

Doing favors lead people to be seen as more attractive

Perceived Ulterior Motive Explanation

A favor is seen as a tool of manipulation

Gratitude Explanation

Receiving a favor leads to positive emotional states(feelings of gratitude) that motivate benevolent behavior

Impression Management

Repaying favors is desriable like an ungrateful freeloader

Internalized social norms

Repaying favors is desirable because it makes people feel good about themselves when they do the right thing

Norm of Reciprocity

It’s desirable to repay what a person has provided vs repaying favors

Front in the Door Strategy

Making a small request first and then making a second larger request

Self-Perception Theory

People come to know about their attitudes, emotions, and other internal states by inferring them from their own behavior

The-Foot-In-The-Mouth Effect

By telling someone you feel wonderful, may make yourself committed to behave in a way that is consistent with that declaration

The Door-In-The-Face-Tactic

First making a request so large its turned down, then following with a second, smaller request

The Perceptual Contrast Effect

People are more likely to comply with second, smaller request, because compared to larger one, second request seems smaller than in normally would have.

Reciprocal Concessions

May be motivated to “Return the Favor” with second request

Guilt Based Account

Refusing an initial, prosocial request leads persuadee to experience guilt

Social Responsibility Position

We comply because at Internal Standards

That’s-Not-Al-Tactic

Adding items to make a deal look better, can also involve lowering the price of an item.

Lowball Tactic

Makes you a deal that looks too good to refuse, original offer is taken back, you are asked to pay a much higher price.

Bait-and-Switch-Tactic

Product is discounted, but is actually unavailable, then switches to similar product for more money

Disrupt-Then-Reframe Technique

Disrupting the persuadee’s resistance, rephrasing request with a positive spin that works to engage persuadee’s underlying desire to help

Legitimizing Paltry Contributions

Makes request seem less of an imposition

Fear-Then-Relief Procedure

Fear causes people to react in a certain way

Happiness-Then-Disappointment Procedure

Finding a note that had looked like money

The Dump-And-Chase

Persuaders don’t give up when initial request is refused, they continue to chase compliance by asking “why not” and/or responding to any obstacles presented by persuadee