COM CM 280 Chapter Notes - Chapter 12: Small Favor

• School: Boston University
• Department: Mass Communication, Advertising & Public Relations
• Course: COM CM 280
• Professor: Traci Hong

Document Summary

Sequential influence techniques: persuasive communications follow one another in a step-by-step fashion. Soft-sell techniques: capitalize on social norms, emotions, and sly disruptions of daily routines. Stipulates that the individual is more likely to comply with a second, larger request if he or she has agreed to perform a small initial request: example. Stipulates that the individual is more likely to comply with a second, smaller request if he or she has denied to perform a larger initial request. When does it work: works particularly well when the request concerns pro-social issues, when the same individual makes both requests, and/or wen there is only a short delay between requests. Can be used for morally acceptable and unethical purposes. Persuader gives the target a reward, gift, or does the individual a favor; they subsequently ask for help or presents a message that requires the target to return the favor.