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Lecture

Chapter 15 Lecture 1 with class notes

3 Pages
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Department
Psychology
Course Code
PSYA02H3
Professor
John Bassili

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Lecture 19
Chapter 15-Social Psychology
oSocial Influence
oSocial influence refers to changes in our behavior that occur as a result
of direct or indirect intervention by others
oOthers influence us
oParental influence subconsciously
oSocial influence can be used in very clever ways. Sales people often have
to rely on creative (and not always very honest) techniques
oEx. tv show- candid camera
oPerson going into elevator
oPerson presses button
oEveryone in the elevator faces the back
oPerson that just entered the elevator also turns around
oNo one told the person to turn around but he turned anyways
oCon artists persuade people to give them money by using techniques
which involve “a tale” modeling; reinforcement and trust (remember the
con artist I met in Wildwood?)
oThe Low Ball Technique
oCar sales- second largest purchase
oThe salesperson quotes an unusually low price. You agree to buy it at that
price.
oTake u off the market by giving u a low price
oBuilding rapport
oNow raise the price
oTalk to the boss separately, Blame the boss that they cant reduce the price
oReduce price of trade in even though it is worth more
oThe sales person then comes up with a reason to change the price, thus
removing the reason you decided to buy
MANUAL vs. automatic
Option not included
Manager says we would be losing money
Calculation error
Trade in re-appraised lower
oDo you still go with the purchase? Evidence shows that you tend to do
Would think that the people would get mad
But they buy it
The person has committed themselves to buying the car
Momentum of commitment- even though the price is more you
will still buy it because u are psychologically committed
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Description
Lecture 19 Chapter 15-Social Psychology o Social Influence o Social influence refers to changes in our behavior that occur as a result of direct or indirect intervention by others o Others influence us o Parental influence subconsciously o Social influence can be used in very clever ways. Sales people often have to rely on creative (and not always very honest) techniques o Ex. tv show- candid camera o Person going into elevator o Person presses button o Everyone in the elevator faces the back o Person that just entered the elevator also turns around o No one told the person to turn around but he turned anyways o Con artists persuade people to give them money by using techniques which involve a tale modeling; reinforcement and trust (remember the con artist I met in Wildwood?) o The Low Ball Technique o Car sales- second largest purchase o The salesperson quotes an unusually low price. You agree to buy it at that
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