COMM 325 Lecture Notes - Lecture 20: Mull, Tabula Rasa, Soft Sell
20 Jan 2017
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Part 2: interpersonal methods/strategies/research: foot in the door. When second request is natural continuation : not when . Requests follow too close together (bang bang) tends to overwhelm people: door in the face. Why: guilt, reciprocal concessions, social judgment, self-presentation. When: pro-social issues, same individual, short delay, pre-giving. Then asks for help/requires something of target i. e. would you like a piece of candy? now that you have taken my candy, can you hold this basket for the rest of the day? . Assumes: assumes the recipient will feel obligated based on reciprocity, also assumes people do not like to feel indebted. To be successful: target must accept gift/favor, strangers is best, low balling. Persuader induces someone to comply with request, then. Ups the ante by increasing cost of compliance. A grandiose alternative too fitd (small, then large: that"s not all! Persuader introduces product/price, allows consumer to mull it over, then reduces price/adds gift/special value.
