MGMD02H3 Study Guide - Final Guide: Subliminal Stimuli, Social Proof, Cognitive Dissonance
Document Summary
Free food samples (e. g. , feel obligated to buy after trying out dress samples) Car dealers (e. g. , free add-on > scale up to the next model) Door in the face (e. g. , large request rst, then smaller (real) one) Subjects asked about taking juvenile delinquents to the zoo, then a small donation (versus just the latter) Results: 50% (vs 17%) donated if they were rst asked the larger request. > no; doesn"t work with two different requesters. Residents were asked to put drive carefully sign to be put on their lawn. Rst, then sign = 55% agreed, control condition = 17% > foot in the door : Casual attribution of initial commitment: social proof, people follow the lead of similar others (e. g. , which line is the same length?) Experimenters placed yer on windshield of subject"s car. Does the subject litter > control (14%), other yers on the ground (32%), other yers on the ground and subject observes someone litter (54%).
