COMM 3383 Lecture Notes - Lecture 2: Pole And Polar, Chocolate Chip Cookie, Greeting Card
31 Aug 2016
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End of chapter 3, gass and seiter ch. The rule says that once we make a choice or take a stand, we wil encounter personal and interpersonal pressures to respond in wasys justify our earlier decisions. Begins with a small request that is virtually certain to be granted. The initial compliance is then later followed by a related larger request (or requests). Factors that influence the effectiveness of a fitd. Size of initial request (not inconsequential, but not too large to produce a. No )- has to be something they would say yes to. Pro-socialness of the request (vs. self-serving)---heavily relies on this. Who makes the requests (same or different?) requests works because of the rule. Harder it is to achieve the more we value it. Example of the envelope with all the papers. Growing legs to stand on (the low ball ) People prefer to be consistent and want to avoid (even the appearance of) being inconsistent.
