COMM 2367H Lecture Notes - Lecture 16: Small Favor
30 Mar 2017
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Document Summary
Focuses on the dyad (two- person unit) persuader and persuade. Centers on changing behavior- on including people to comply with the persuader"s requests. Examines the strategies people use to gain compliance (get their way) Start with something small and slow and then move on to something bigger. Stipulates that an individual is more likely to comply with a second, larger request if he or she has agreed to perform a small initial request. Suggests individuals who perform the small favor mau infer that they are helpful, cooperative people, and this self-perception makes them want to add on more. Particularly likely to work when the issue is pro social issue. More likely to work when second request is a continuation or logical outgrowth of the initial request. Not likely to succeed if the same persuader asks for a second favor immediately after the first request. Start with a large request and then scales down to an appropriately modest request.
