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27 Cards in this Set
- Front
- Back
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Contrast Effect
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order in which we are exposed to stimuli affects how we perceive it
If you see a nicer prodcut first, you tend to want that more ex. car salesman shows you the loaded version first. |
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Pregiving
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giving the persuadde something in advance before asking for compliance
persuadee feels obligated to return the favor resisted by taking the gesture as a bribe or pressure to comply |
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What is FITD
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Involves making a small request first then a second larger request
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When does FITD work: Size of initial request
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Not so large its rejected
Not so small its inconsequential |
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When does FITD work: Prosocial Causes
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Usually works best with charitable causes / non profit
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When does FITD work: No external incentives
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Dont want to pregive or offer gift with the request
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When does FITD work: Request
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Same person is not required to make both request
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When does FITD work: Labeling
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Labeling someone as helpful will encourage them to take the second offer
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When does FITD work: preference with consistency
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People like to give to the same charities
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High self-concept clarity
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person with high self-concept clarity is more likey to take the offer
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Why is Foot in the Door Persuasive : Self-perception theory
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If person sees them self behaving a certain way they are more likely to be consisitent with that behavior
When you agree with a small request you see yourslef as a person likely to help therefore you are more likely to be persuaded when a larger offer is presented |
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Door In the Face Definition
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Making a large enough request first to be rejected, followed up by a smaller request
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Why Does Door in the Face Work: Perceptual Contrast Effect
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Compared to the lareger request the second seems much smaller than it would have
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Why Does Door in the Face Work: Reciprocal Concsessions
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When someone makes a concession for us we feel obligated to do the same
If persuader makes a more reasonable request we too should be reasonable and accpet it |
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Why Does Door in the Face Work: Self-Presentation explanation
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When people reject initial request, they become concerned they will be percieved negativly, therefore they are more likely to comply with the second request
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Why Does Door in the Face Work: social responsibility position
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we comply due to internal standards, we comply because we believe its the right thing to do
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Why Does Door in the Face Work: Guilt-based account
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Refusing the first prosocial request leads persuadees to experience guilt, which they attempt to reduce by accepting second request.
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When does DITF work: size of initial request
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Size of initial request is large enough to be rejected but not appear rediculous
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When does DITF work: prosocial causes
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good for society
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When does DITF work: brief time delay
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Do not want to wait very long so they dont forget the first request.
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When does DITF work: Request
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Same person needs to make both request - very key
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When does DITF work: Exchange oriented people
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Works best on people who remember favors
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Foot in the Mouth Effect
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Works by:
Asking people how they are feeling Tell them your are glad they are feeling well Ask for compliance |
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The Thats-Not-All Tactic
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adding additional incentive to original offers
Norm of reprocity - a good offer so you want to reciporcate by buying it Contrast effect - in contrast to the orginal deal, the revised deal may seem much better |
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The Lowball Tactic
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Making a deal to good to reuse then changing the deal to one that is not as attractive
After we agree to the first request we become psychologically committed to the decision Unfulfilled obligation - people feel obligate to make good on their promises |
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The Bait and Switch Tactic
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Luring customers with an attractive offer follwed by a more expensive item ex. black friday bike
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Lowball and Bait and Switch difference
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lowball is same product, different extras
bait and switch the product changes |
