PSY E240 Lecture Notes - Lecture 15: Opportunity Cost, Kraljevi Ulice, Psych
Document Summary
Subtle factors, even superficial, coincidental and relatively inconsequential factors can influence behaviour. Reciprocity: a mutual exchange between two people. If you agree/do something to a person, they"re more likely to do it for you in return. Door in the face technique: a compliance technique where one first asks for a big request, and then asks for a smaller request which then seems more reasonable (study of taking care of delinquent kids) Once we"ve committed to engaging in a behaviour, we follow through on that, or. Foot in the door: a two-step compliance technique in which an influencer related, behaviours to appear consistent first asks someone to perform a small request and then asks for a larger request. Gorassiini and olson manipulated self-perceptions of helpfulness in experimental settings. Finding that self-rating helpfulness did not predict foot in the door effect (i. e. increased helping) There was no link found between self-perception helpfulness and compliance to a large request.
