Lecture Notes on Compliance Tactics and Close Relationships

These flashcards cover key terms and concepts related to compliance tactics, relationship development, and the maintenance of close relationships as discussed in the lecture.

Petitioning

A method used by charities to gain support by having individuals sign a petition before soliciting a donation.

No Obligation Free Trial

A marketing tactic where customers are encouraged to try a product or service without any initial financial commitment.

Lowball Technique

A strategy where an enticing offer is made followed by the disclosure of additional costs after the commitment.

Reciprocity Principle

The social norm suggesting that people feel obligated to return favors or gifts received from others.

Door in the Face Technique

A compliance tactic in which a large request is made knowing it will be refused, followed by a smaller request.

Scarcity Principle

The principle suggesting that people value items more when they perceive that they are limited or hard to obtain.

Proximity

Geographical or spatial closeness that influences the formation of relationships.

Familiarity

The process through increased exposure to others can enhance attraction.

Reciprocal Liking

The phenomenon where people tend to like others who they believe like them back.

Self-Disclosure

The act of sharing personal information to foster intimacy in relationships.

Social Exchange Theory

The theory that relationships are maintained based on a cost-benefit analysis by individuals regarding rewards and costs.

Comparison Level

A personal standard used to evaluate the acceptability of rewards and costs in a relationship.

Communal Relationships

Relationships where exchanges are based on care and concern rather than strict cost-benefit calculations.

Friendship Repair Rituals

The process involving reproach, remedy, and acknowledgment aimed at resolving conflicts in friendships.