JMC 1100 Lecture Notes - Lecture 18: Robert Cialdini

• School: University of Iowa
• Department: Journalism & Mass Communication
• Course: JMC 1100
• Professor: Young Rachel

Document Summary

Robert cialdini: decades of research on why people comply with requests, scientific methods at work. Reciprocity: obligation to give when you receive, be the first to give: make sure its personalized and unexpected. Authority: idea that people follow credible knowledge of experts. Consistency & commitment: looking for and asking for commitments that can be made, voluntary, active an public commitments. Consensus or social proof: people will look to the actions to others to determine their own. Is an individual"s perception that the media have a stronger impact on others than on the self: persuasive messages, entertainment media (video games, tv violence, news. Why does the 3rd person effect occur: self-enhancement. Human tendency to perceive the self in ways that make us look good or at least better than other people: illusion of personal invulnerability. Human tendency to be overconfident about the chances of experiencing a positive event or avoiding a negative one.