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10 Cards in this Set
- Front
- Back
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Influence and Persuasion |
Influence: changing the actions and/or attitudes of other people (can be intentional or unintentional) Persuasion: attempting to influence the actions and/or attitudes of other people using ethics (can be intentional and verbal) |
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Reciprocity |
- An act of exchanging things for a mutual benefit Examples: - Inviting your neighbours for a party, however, there's one couple you don't like but you feel compelled to invite them because they invited you to theirs. - Giving your notes to a friend that missed class |
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Scarcity |
- The state of being in short supply/shortage - What do you offer that other people don't? Examples: - Are you getting jealous if your ex starts to date again? - How many are available? |
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Authority and Credibility |
Ethically: Telling the truth; resisting attacks against those who oppose your ideas Congruence: your behaviour matches your ideals and values as an individual Examples: - address your clients formally - make statements; not questions - dress above your client *The key to Credibility* - the fastest way to LOSE credibility is to attack other businesses - focusing on other's weakness's to showcase your strengths |
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Consistency |
- Starting off small and then gradually growing over time Example: - maintaining reliability can equal consistency in your workplace (interactions with customers) |
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Likability |
-Being friendly to customers to gain a positive rep for your facility Examples: - smiling to everyone - finding common ground to relate |
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Consensus |
-A general agreement -how much influence can consensus wield? -what are other's doing? -do societal pressures impact behaviour and consensus? |
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Milgram and Zimbardo |
Milgram: conducted an experiment that questioned the conflict between obedience to authority and conscience (Shock experiment) - challenged participants to continue shocking others when they answered questions wrong by saying, "Please continue". Zimbardo: "Prison experiment" - to explore how ready people were to conform to the roles and duties of a guard and prisoner in a role-play exercise to challenge their behaviours |
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Power |
Social power: the potential to change another's actions, attitudes, behaviours and beliefs |
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Assertion |
Failure to assert ourselves questions: Coercive power: when one believes a person can harm you physically, psychologically, or both if one tries to assert him/herself Reward power: derived from a person’s positions that enables that person to give or withhold money or other tangible goods Legitimate power: derived from being elected, appointed or holding a position of power Expert power: derived from having knowledge in a specific field Reference power: derived from image, charisma, or personality. |
