PSYC 342 Lecture Notes - Lecture 7: Cupcake

• School: Queen's University
• Department: Psychology
• Course: PSYC 342
• Professor: Leandre R Fabrigar

Document Summary

A variety of types of evidence have been advanced as pertinent to assessing the reciprocity and perceptual contrast explanations: Studies that used same requester produced stronger effects than studies that used different requesters for the two steps. Logic behind reciprocity: if we switch out the requester there is no drive to reciprocate. Reciprocity: changing the person eliminates the feelings of indebtedness because the second person has made no concession. Contrast: the switch in persons may distract attention away from the initial request as a comparison point. Reciprocity: separating the two requests makes the two less likely to be seen as related and thus the second request as a concession. Contrast: the time delay makes the first request less salient as a comparison point for the second request. Presenting target and big request simultaneously eliminates effect. Reciprocity: simultaneous presentation removes perception of concession because there is no refusal and change of request.