PSY 331 Chapter Notes -Justin Bieber
9 Apr 2014
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Door in the face starting with an extreme offer, then with a smaller offer: consistency and reciprocity. 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. Perceptual contrast: familiar heuristic, anchoring and adjustment. If we anchor at extreme request : moderate seems more appealing, commitment and compliance. Offer low price on car (reason to buy) What happens: still buy, made commitment to buy something, original reason (low price) is gone, self-generated reasons (commitment) remain. 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. Cialdini et al. (1978: called for 7 a. m. psychology study, told up front 24% yes , didn"t tell: 56% yes .
