PSY 364 Midterm: Exam 2 - View_ Science of Persuasion
Document Summary
Making a decision - people don"t consider all the available information to guide their thinking. Increasing overloaded lives we lead - we need shortcuts/rules of thumb to guide. Understanding & employing in ethical manner significantly can increase the chances that someone will be persuaded by your request. Reciprocity - obligation to give when you receive. People are obliged to give back to others the form of behavior, gift or service that they have received first. In context of a social obligation - people are more likely to say yes to those that they owe. Restaurant example: give mint when given bill (increases the amount of tip back by about 3%) Waiter provides 1 mint, pauses, returns and says, for you nice people, here"s an extra mint tips increase by 23% Not influenced by what was given but by how it was given. And ensure what you give is personalized and unexpected.
