Cognition In The Workplace 4

Front 1

What makes automatic responding in humans so attractive? So dangerous?

Back 1

*Automacity is attractive because it is efficient
*Automacity is dangerous because it involves mindless and little conscious effort

Front 2

What are some miscomprehensions used in advertising?

Back 2

*Statements that use the word 'may' - they are literally true, but figuratively false
*Comparison ommission
*Piecemeal data
*Affirmation of the consequent
*Incomplete information
*Negative questions

Front 3

Statements that use the word 'may' - they are literally true, but figuratively false

Back 3

*'Using brand X client pills may help you lose weight'
*'If you buy a lottery ticker, you may win millions'

Front 4

Comparison Ommission

Back 4

'Big teeth tooth paste cleans your teeth better' - no comparison group is given - better than what?...Mud?

Front 5

Piecemeal Data

Back 5

*Individual statements are presented in order to provide a global inference that may not be true
-'Lose weight, Buy skinny pills'
-'Lose weight, Stand on your head'
-'Lose weight, eat more chocolate'

Front 6

Affirmation of the Consequent

Back 6

*If p than q statements are interpreted as if q than p
*Caring mothers use Jiffy' - so choosing Jiffy makes you a caring mother

Front 7

Incomplete Information

Back 7

'50 doctors recommend...' what's missing? - what kind of doctors are they?

Front 8

Negative questions

Back 8

*'Don't you want to have clean floors? - Implies that if you don't buy the product your floors will not be clean

Front 9

What are some Types of Judgment Heuristics?

Back 9

*When motivation and opportunity are low we are more liekly to use judgment heuristic
-Lexicographic heuristic
-Lexicographic semiorder heuristics
-Elimination by aspects heuristics
-Majority of confirming dimensions heuristics
-Conjunctive heuristics
-Disjunctive heuristics

Front 10

Lexicographic Heuristic

Back 10

*choosing the best choice by looking at only the most important attribute
*If there is a tie the second most attribute is used

Front 11

Lexicographic Semiorder Heuristics

Back 11

*Same as lexicographic but, close values are treated like ties

Front 12

Elimination by Aspects Heuristics

Back 12

*Options are eliminated that do not meet a minimum cutoff point on the attribute of comparison

Front 13

Majority of Confirming Dimensions Heuristics

Back 13

*The choice with the greatest number of superior attributes is selected

Front 14

Conjunctive Heuristic

Back 14

*Set a minimum acceptable cutoff for each attribute
*You select the first option that meets them all

Front 15

Disjunctive Heuristic

Back 15

*You set a minimum acceptable curoff for each attribute
*you select the first option that meets any one of the attribute requirements

Front 16

Which are the three features of the reciprocity rule that make it so exploitable by compliance professionals?

Back 16

1. The rule is overpowering
-Politics
-The not so free sample
2. The rule enforces uninvited debts
-Receiving address labels
3. The rule can trigger unqual exchanges
-A small initial favor can produce a sense of obligation to agree to a substantially larger return favor

Front 17

Why should the reject-then-retreat technique increase compliance?

Back 17

*Start with an extreme request that is sure to be rejected, the requester can then retreat to a smaller request (the one that was desired all along), which is likely to be accepted because it appears to be a concession. Increases the liklihood that the person will carry out the request and will agree to such requests in the future

Front 18

Explain how low-balling works.

Back 18

*Once you agree to the request you are likely to maintain your commitment even if the initial terms of the agreement are changed
-After you commit to buy a car - they tell you OK - but then they tell you that there are added prices

Front 19

Explain how the foot-in-the-door technique works.

Back 19

*First start with a small request and follow up with a larger one
*Telemarketers start by asking questions that they know you will answer yes to
*Saying yes to the larger request is consistent with earlier requests

Front 20

Explain the relationship between committment and consistency.

Back 20

*People will change their beliefs in order to maintain a consistent belief system
*People will change their attitudes when they are inconsistent with behaviors
*A number of influence tactics are based on this principle

Front 21

Why in the Festinger, Riecken, and Schachter study of the end-of-the-world cult did members pushed to win new converts only after their doomsday predictions proved to be false?

Back 21

*Social proof
*Although alarmed at first, the cultists became strengthened in their convictions
*Messages from guardians assured them that they and all those who believed in the lessons would survive

Front 22

Explain the Halo effect. How can it explain the relationship between a person's physical attractiveness and the persons general attractiveness in the eyes of others?

Back 22

*A halo effect occurs when one positive characteristic of a person dominates the way that person is viewed by others
*Attractive sources can be persuasive
*Attraction is influenced by appearance, similarity, and presentation style
*Attractive people get away with more

Front 23

A series of studies by Sherif on the creation and reduction of hostility between groups was conducted at boy's summer camps. After hostility was generated which procedures successfully reduced the hostility

Back 23

*Cooperative ventures were established
*Successful joint efforts toward common goals steadily bridged the rift between the two groups

Front 24

Social validation

Back 24

*compliance increases as the number of people seen as using the product or endorsing the idea increases (salting tip jars)

Front 25

The liking principle

Back 25

*liking is power, the more people like you the more power you have over them
*we prefer to do business with and purchase from people we like (mere exposure and similarity)

Front 26

Scarcity principle

Back 26

*we want something more when it is perceived to be in short supply, the reason for the scarcity is important
*demand vs. accident

Front 27

What are three most influential symbols of authority?

Back 27

*titles, clothing, and automobiles

Front 28

What does the chocolate chip cookies study by Worchel Lee and Adewole indicate about the circumstances that maximizes the effects of the scarcity principle?

Back 28

*jar of 10 cookies
*jar of 2 cookies
*people who ate a cookie out of the jar of two cookies rated its quality much better