PSYA02H3 Lecture 19: Most of Lecture 19 notes

• School: UTSC
• Department: Psychology
• Course: PSYA02H3
• Professor: John Bassili

Document Summary

Social influence: changes in our behavior that is the result of direct/indirect influence by others. Can be used in clever, shady ways (ex. Reasons salesperson may come up with it includes option not included, manager says we will lose money, calculation errors, trade in re-appraised lower. This technique works; even though the commitment has broken because they are not offered the same price, they are still more likely to go ahead with the deal. Reason: they have committed themselves to buying the car already once a low price has been offered (psychological commitment: not able to pull back and walk away) What customers should do: anchor and adjustchoose a price and pull against it by going in knowing invoice price and working around it. More reliable if customer looks into consumer reports. Conformity: when people dissent, there is pressure that we should listen to them.