Textbook Notes (368,430)
Canada (161,877)
Marketing (884)
MKT 400 (66)
Chapter 3

Psychology of persuasion - Chapter 3 notes.docx

1 Page
123 Views
Unlock Document

Department
Marketing
Course
MKT 400
Professor
Marla Spergel
Semester
Winter

Description
Psychology of Persuasion Chapter 3Commitment and Consistency Once we have made a choice or taken a stand we will encounter personal and interpersonal pressures to behave consistently with that commitment o Bettors in racetrack exampleChristmas season toy example o Undersupply the toys that parents have promised o Parents are forced to substitute that toy with other toys of equal value o They come back in JanFeb to buy that toy to live up to their promisesDesire for consistency is a central motivator of our behaviourThe drive to be and look consistent constitutes a highly potent weapon of social influence often causing us to act in ways that are clearly contrary to our own best interestsThe person whose beliefs words and deeds dont match may be seen as indecisive confused twofaced or even mentally illA high degree of consistency is normally associated with personal and intellectual strengthBlind consistency like other forms of automatic responding offers a shortcut through the density of modern lifeSometimes it is not the effo
More Less

Related notes for MKT 400

Log In


OR

Join OneClass

Access over 10 million pages of study
documents for 1.3 million courses.

Sign up

Join to view


OR

By registering, I agree to the Terms and Privacy Policies
Already have an account?
Just a few more details

So we can recommend you notes for your school.

Reset Password

Please enter below the email address you registered with and we will send you a link to reset your password.

Add your courses

Get notes from the top students in your class.


Submit