Textbook Notes (368,826)
United States (206,116)
Psychology (96)
PSY 331 (27)
Chapter

April 9.docx

3 Pages
109 Views
Unlock Document

Department
Psychology
Course
PSY 331
Professor
Lindsey Streamer
Semester
Spring

Description
April 9, 2014 Cialdini study Door in the face – starting with an extreme offer, then with a smaller offer 1. Consistency and reciprocity Other Findings After reciprocal concessions: • Feel manipulated? • Actually (e.g., Benton et al. 1972): • Feel more responsible for agreement • Feel more satisfied • More likely to follow through • More likely to agree to future favors First to make move has upper hand Reciprocal concessions E.g.: Want your roommate to loan you $50 to go see Justin Bieber? • First ask for $150! • Which makes $50 seems smaller? Perceptual contrast • Familiar heuristic? o Anchoring and adjustment If we anchor at extreme request… • …moderate seems more appealing 2. Commitment and compliance Low-ball technique Offer low price on car (reason to buy) Get decision (commitment) to buy “Let me check w/ manager to finalize…” “Can’t do it…regular price” What happens? • Still buy! • Made commitment to buy something o Original reason (low price) is gone o Self-generated reasons (commitment) remain Also bait & switch…? EX. Super good deal of 2 TVs on discount on Black Friday. Both sold out, so the manager then recommends another TV with a great price. We are likely to buy this because of the commitment we already made to buying the first one. More low-ball Cialdini et al. (1978) • Called for 7 a.m. psychology study o Told up front 24% “yes” o Didn’t tell: 56% “yes”  Then told, given chance to back out…what happened? • No one did; 95% showed up Feel pleased with a poor choice! • Sound like anything? o Very similar to cognitive dissonance-like process!  Attitudes come to match behavior Foot-in-the-door Opposite of door-in-the-face, but still works! First: small request, target complies Second: larger, real request • More likely to agree E.g.: rummage through house study (Freedman & Fraser, 1966) • First: take phone survey? o Household products • 3 days later, second: 2-hour inventory of home? o Looking through
More Less

Related notes for PSY 331

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