PSYCH 2C03 Lecture Notes - Small Favor, Ikea, Pole And Polar
22 Apr 2013
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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. Changing other behavior by exploiting need for consistency and reciprocation. Get a commitment from someone and they will follow through. Evolutionary and social pressure to reciprocate favors: we think that people who are able to reciprocate survive and these people pass this on to the next generations. If someone gives you meat then you give them some of yours, and if you don"t, no one will do that favor for you next time, therefore decreases your survival rate. Do someone a favor, and they must do one for you: kind of like a threat. Two easy steps: secure a deal. Now they are committed: change the terms of the deal after commitment. Iv: low ball vs control: dv: % willing to participate.
