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PSYCH 2C03 (180)

SocPsych Friday February 1, 2013

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McMaster University
Jennifer Ostovich

Persuasion · 1) Consistency o don’t be a flip flopper ; choose a position and stick with it or you wont be trustworthy o normative pressure o · 2) reciprocation o evolutionary and social pressure to reciprocate favours o do someone a favour, and they must do one for you Consistency Based Tactics 1: Low Balling: · Secure a deal · Change the terms of the deal after commitment · Deals on cars/ Future shop · Research (Cialdini) o IV= low-ball vs control o Control = experiment at 7 AM = 1/3 come in o Low ball: want to participate in an experiment? Sure. Okay come in at 7AM. ; most of them couldn’t get out of it so about 2/3 came in o DV= % willing to participate Low Balling for good? · DV= % reduction in energy consumption · Pallak research: IV step 1: called residents of Iowa before winter started; asked them to conserve energy gave them tips; · Control group keeps getting conservation tips in the mail etc · Step 2: if you can cut energy by 10% you’ll get your name in the newspaper and become admired “publicity” = lowered energy by 12 percent · Step 3: low ball = sorry the local newspaper will not comply with our request; o You can get angry and stop o Or say “I’m the kind of person who conserves, I don’t need recognition” = 15.5 percent · The control group did not increase at all, the experiment group increased even after the low ball was used Consistency- Based Tactics 2: Foot in the Door · Vacuum Avon ladies – door to door- give you free samples · Field experiment (Freeman and Fraser) o IV: Small favour at time 1 (Yes vs. no) à put a tiny card “drive safely” into their window = everyone complied, sure it’s small o Control group = never been contacted o Experimenter 2: can you put this huge ugly sign that says drive safely on your
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