PSYCH 2C03 Lecture 12: PSYCH 2C03 OCT 3
7 Oct 2016
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Consistency: normative pressure to appear (and be) consistent: get a commitment from someone and they will follow through. Reciprocation: evolutionary and normative pressures to reciprocate favours: do someone a favour, they must do one for you. Strong normative pressure to appear consistent, we don"t trust inconsistent people. Getting some kind of commitment from someone. Research (cialidini et al. , 1978: iv: low ball vs control, dv: % willing to participate, control 30% asked to join experiment at 7am, low ball 55% asked to join experiment, then told them it started at 7am. Bait and switch: u bait someone to come to you, ex. Ad/flyer civics have low price, u"ve been baited and u go, deal is no longer there, switch out the target: ex. Samsung galaxy s7, go into best buy and the price is good, u find out that the s7 is missing charger or headphones, buys it anyways, same person made commitment to that person (low balling: ex.
