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Chapter 15: Social Psychology. Lecture 1&2 [feb 28&mar2]

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University of Toronto Scarborough
John Bassili

Chapter 15: Social Psychology Lecture 1&2 (19&20) February 282011 Social Influence o Changes in our behaviour that is influenced directly or indirectly by society o Some influences are due to authority o Sometimes, influence is subtle and carried in your head (image of your parents, etc.) o Influenced by the implied presence of others Can be used in car sales (social influence techniques) o Car sales (shady practices): o Sometimes the second largest purchase for someone (first is house) o Techniques that gets us to behave under the influence of others: The Low Ball Technique throwing a low ball Giving you a low price compared to other dealers you begin to decide that you are buying from that dealer during the purchasing process, the low price disappears when youre ready to sign the contract, they raise the price by assuming they misunderstood you to being with sometimes, they go to the manager for a few minutes but always come back doubtful reduce trade-ins to make up the amount of real price people are still more likely to go ahead with the purchase because something psychological happensthey have committed themselves to buying that car only, and from that dealer, momentum to consummating the deal
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