PSYC 102 Lecture Notes - Lecture 48: Attitude Change
Persuasion techniques
Foot-in-the-Door: follow a small reasonable request with a larger request (consistency)
Signing name and then asking for donation
Want to appear consistent
Door-in-the-Face: Stating with a lage euest (that you know won’t likely be granted) and
then following with a smaller request
LowBall: Providing an attractive offer (e.g. price) then changing the agreement to be something
that is not as attractive (but originally intended)
Ex, airlines
Pay 200$ bc that’s attractive
But so many extra costs – $5 peanuts, $50 for luggage etc
Attitude change: persuasion
Persuasion: an attempt to influence a person's beliefs, attitudes, intentions, motivations, or
behaviors.
The process of persuasion – four important aspects
o Source Factors (who)
Credibility
Dr. Lam having a party with movies vs Leo having a part with
movie stars
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Document Summary
Foot-in-the-door: follow a small reasonable request with a larger request (consistency) Signing name and then asking for donation. Door-in-the-face: sta(cid:396)ting with a la(cid:396)ge (cid:396)e(cid:395)uest (that you know won"t likely be granted) and then following with a smaller request. Lowball: providing an attractive offer (e. g. price) then changing the agreement to be something that is not as attractive (but originally intended) But so many extra costs peanuts, for luggage etc. Persuasion: an attempt to influence a person"s beliefs, attitudes, intentions, motivations, or behaviors. The process of persuasion four important aspects: source factors (who) Dr. lam having a party with movies vs leo having a part with movie stars. More easily swayed by people who are similar to us: message factors (what) Exposure to repetition: channel factors (by what means) What she already knows about the situation. Central route: careful and deliberate consideration of persuasive arguments (the message), particularly informational content.
