PSYCH 2C03 Lecture : Psych 2C03 Mid 2 Lecture Notes.docx
20 Nov 2012
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Goal of inducing behavioural change: getting ppl to do what you want. Goal of inducing cognitive change: getting ppl to think what you want. Persuasive tactics: changing other"s behaviour by exploiting needs for consistency and reciprocation. In western culture, bad to not be consistent. Ppl feel strong normative pressure to appear consistent = exploitable. Get a commitment from someone and they will follow through: cannot say yes to something and then say no to another. Reciprocation: doing something b/c owe someone a favour. Do someone favour and they will feel need to reciprocate. Change the terms of the deal after commitment. Cladini called ppl and asked to do study. For control, asked ppl to come in at 7 am. Low ball group = he secured commitment before telling time. The low ball group twice as likely to show up. Learned last detail after they committed to study so had to show up.
