PSYC 2310 Lecture 11: Persuasion

• School: University of Guelph
• Department: Psychology
• Course: PSYC 2310
• Professor: Saba Safdar

Document Summary

You control the variables you want to study (able to discuss causal relationship) The eliminated variables are sometimes important, therefore you miss important factors. Participant observation - researcher becomes an observer and participant of the situation and learn the dynamic of the setting. Robert cialdini (social psychologist) spent 2 years becoming a salesperson (selling different products) Found that the key to successful influences is what we do before attempting to influence. Amongst the things he did, he took a breathing control. This is because in our culture, we do not interrupt so if he gets enough words in at the beginning, people must listen to everything before they make their decision. Principles: reciprocation (not one society in the world who doesn"t follow this) Complying to the request of someone who has previously provided a favour or done something for you. Questionnaires with cheque, choice to reciprocate *** more people completed with this one.