PSY 319K Lecture Notes - Lecture 12: Opportunity Cost, Psych, Social Proof
Document Summary
Thursday, october 19, 2017 tuesday, october 24, 2017. Compliance: doing as others want, behavior change caused by direct requests, people in the business of compliance, salespeople, fundraisers, telemarketers. How to increase compliance: talk fast, catch people off guard. Why: people respond mindlessly, do(cid:374)"t full(cid:455) p(cid:396)o(cid:272)ess (cid:396)e(cid:395)uests (cid:449)e hea(cid:396, addi(cid:374)g a (cid:396)easo(cid:374) (cid:862) (cid:271)e(cid:272)ause i"(cid:373) i(cid:374) a (cid:396)ush(cid:863) (cid:272)auses othe(cid:396) people to (cid:272)o(cid:373)pl(cid:455) Sequential request strategies: from small to large, foot-in-the-door, low balling, from large to small, door-in-the-face, that"s (cid:374)ot all. Foot-in-the-door technique: making a small request (so small that most people will give in, after they agree, make a larger request. Cults: come discuss ufos with interesting people. Invited to other workshops: become full member of group, extreme requests: recruit others, break ties, donate money, give children to group. Nature of the request matters the second request: more success with exceptional, odd initial request rather than trivial, common request.
