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Jan 27 SocPsych.docx

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Persuasion How to induce behavioral change - Get people to do what you want them to do How to induce cognitive change - Get people to think what you want them to think Persuasive tactics (changing others behaviors by exploiting needs for consistency and reciprocation) - From a normative perspective it’s not OK to change your mind, people like consistency. - The need to reciprocate favors, you do someone a favor they must return the favor (due to evolutionary pressures, giving meat/ getting meat. - Exploit needs for consistency Foot in the door (consistency based tactics) - Definitions o Commitment and consistency o Foot in the door  You want a large favor, but nobody would do it. So first starts off with having them doing something small, the friend will feel that he is a good friend and he wants to be consistent with his behavior so he ends up driving you to IKEA. - Field Experiment (Freeman & Fraser 1966) o IV: Small favor first VS nothing first o Experimental Group  [time 1 small favor] If yes.  [Time 2 large favor]  First asks resident to put small sign and then a big sign up do they say yes? o Control Group  [Time 1 No contact]  [Time 2 Large favor]  In this situation they started only asking the large favor straight away o Freeman & Fraiser Results  Control Group – very unlikely to agree to doing favor  Experimental Group – very likely to do the favor  Due to the inconsistency and the fear of being disliked they agree to do the big favor after the commitment of the small one.  Very significant difference in results Reciprocation rule: - Feel strong needs to reciprocate favors due to pressures of how if you don’t help them they might not help you back. o E.g: homeless guy opened the door for you at the convenient store, (understood reciprocation rule, so people give him their spare change on their way out of the store. Door in the face: - Starting off with a really big favor that is outrageous, the person feels bad for rejecting the person, so they give a smaller favor (the thing they really want them to do) Cialdini’s juvenile delinquents study - IV: Large favor first vs. nothing first (control) - Experimental group o [First: large favor (2 hours)]  [Then: Small favor (Zoo {real goal})] - Control Group o Asking the real favor fist
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