PSYCH 2C03 Lecture Notes - Small Favor, Ikea, South Texas High School For Health Professions
1 Apr 2013
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Get people to do what you want them to do. 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. Definitions: commitment and consistency, 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. Iv: small favor first vs nothing first: experimental group. First asks resident to put small sign and then a big sign up do they say yes: control group. [time 1 no contact] [time 2 large favor]
