Psych 250 Chapter 8

Foot in the door  

influence technique in which one starts with a small request in order to gain eventual compliance with a larger request

Low-ball

influence technique in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs

Bait and switch

influence technique in which one draws people in with an attractive offer that is unavailable and then switches them to a less attractive offer that is available

Labeling

influence technique, in which one assigns a label to an individual and then requests a favor that is consistent with the label

Legitimaization-of-paltry-Favors

Requester making a small amount of aid acceptable

Techniques of social influence

Foot in the door technique, Low-ball technique, Bait-and-switch technique, Labeling technique, Legitimation-of-paltry-Favors

Door in face

influence technique in which one starts with an inflated request and then retreats to a smaller request that appears to be a concession

That’s not all

influence technique in which one first makes an inflated request but, before the person can respond, sweetens the deal by offering a discount or bonus

Techniques based on reciprocation

Door-in-the-face technique, That’s not all technique

Techniques based on scarcity

Rare opportunities are more valuable than plentiful ones

Pique

influence technique in which one captures people’s attention, as by making a novel request.

Disrupt then reframe

influence technique in which one disrupts critical thinking by introducing an unexpected element, then reframes the message in a positive light

Peruasion

Attempt to change a person’s mind

Three components of persuasion

Who → source of the message

Say what → the message

To Whom → The Audience

heuristic/systematic model/ Elaborate likelihood model

theory that posits two routes to persuasion, via either conscious or automatic processing HS

central route (or systematic processing)

The route to persuasion that involves careful and thoughtful consideration of the content of the message (conscious processing)

peripheral route (or heuristic processing)

The route to persuasion that involves some simple cue, such as attractiveness of the source (automatic processing)