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PSYC 2310 (454)
Saba Safdar (379)
Lecture

Persuasion.docx

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Department
Psychology
Course
PSYC 2310
Professor
Saba Safdar
Semester
Summer

Description
Feb 14 2012 Persuasion Principles of Social InfluenceMethod of InvestigationControlled experiment o Advantage provides context for addressing whether or not an effect is real and which theoretical account explains it o Disadvantage eliminate other sources of influenceParticipant observation o Researcher becomes an observer and participant of the situation and learn the dynamic of settingSix Principles of Social InfluenceRobert Cialdini found that they key to successful influence was what we do before attempting to influence1 Reciprocation Complying with a request of someone who has previously provided a favour Cialdini 1995 If behaviour is not reciprocated can lead to depression and low selfesteemStudy by BerryKanouse 1987if participant completes questionnaire told that they will receive 25 another group told that they would receive 25 regardless of whether they completed questionnaire or notThose who got the cheque before completing questionnaire were more likely to complete itDoorintheface technique or reciprocal concessions procedu
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