PSYCH 2C03 Lecture Notes - Small Favor, Ikea, Pole And Polar

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Published on 22 Apr 2013
School
McMaster University
Department
Psychology
Course
PSYCH 2C03
PERSUATION
Outline
How to induce behavioral change
o Get people to do what you want them to do
How to induce cognitive change
o Get people to think what you want them to think
Changing other behavior by exploiting need for consistency and reciprocation
Persuasive Tactics
Definitions
Consistency
Normative pressure to appear consistent
o They think there is this punishment after for being inconsistent
o People have strong normative pressure to be consistent
o We don't trust people if they are not consistent if what they say and what they do is not
consistent
Get a commitment from someone and they will follow through
Reciprocation
Evolutionary and social pressure to reciprocate favors
o We think that people who are able to reciprocate survive and these people pass this on to
the next generations
Ex. 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
o Kind of like a threat
Consitency-based Tactics 1;
Low balling
Definitions and example
Two easy steps
o Secure a deal
Now they are committed
o Change the terms of the deal after commitment
Ex. Buying a car, you agree and commit to buy the car but you sit down to figure out
the finance and they give you options of what the car needs and you realize it cost
more than you thought to get all the neccessities for the car
Research
o Iv: low ball vs control
o DV: % willing to participate
Call people and ask if they would like to participate in an experiment
o Control: many don't say yes when all conditions are given.
o Lowball effect: most of them say okay: "ill see you at 7 am"
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Document Summary

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.

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