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25 Cards in this Set
- Front
- Back
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Normative influence |
Going along with the crowd in order to be liked and accepted |
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Autokinetic effect |
Illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving |
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Groups norms |
The beliefs or behaviors that a group of people accepts as normal. |
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Informational influence |
Going along with the crowd because you think the crowd knows more than you do |
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Pluralistic ignorance |
looking to others for cues about how to behave, while they are looking to you; collective misinterpretation |
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Private acceptance |
A genuine inner belief that others are right |
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Public Compliance |
Outwardly going along with the group but maintaining a private, inner belief that the group is wrong |
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Foot-in-the-door technique |
Influence technique based on commitment, in which one starts with a small request in order to gain eventful compliance with a larger request
EX. Car dealership give you a cookie, you are being sold, buy a car. |
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Low-ball Technique |
Start with a low cost request and later reveal hidden costs
EX. Car at a low cost, but they don't tell you everything extra you have to pay for |
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Ball and switch technique |
Draw people in with an attractive offer that is not available and then switch to a less attractive offer that is available
EX. Black friday sales |
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Labeling Technique |
Assigning a label to an individual and then making a request consistent with that label
EX. someone tells you youre smart you are more likely to be smart or think you are smart |
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Legitimization of paltry favors technique |
Make a small amount of aid acceptable EX. homeless asks for 65 cents, i'm not cheap, gives 3 dollars eventually more |
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Door-in-the-face technique |
Start with an inflated request and then retreat to a smaller on that appears to be a concession
Ex telling your parents that you have cancer, jk im gay.. does not seem so bad now. |
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Thats-not-all technique |
Begin with inflated request but immediately add to the deal by offering a bones or discount
EX. BUT THATS NOT ALL, buy now and you get two for free. |
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Pique Technique |
One captures people's attention by making a novel request.
EX. off the wall request, defenses up, makes no sense, insert different request
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Psychological reactance |
When personal freedoms are threatened, we experience this unpleasant emotional response. |
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Disrupt-then-reframe technique |
introduce an unexpected element that disrupts critical thinking and then reframe the message in a postive light |
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Three components to persuasion |
Who- source of the message Say what- actual message To whom- Audience |
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Source credibility |
More likely to believe people who are credible |
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Sleeper effect |
Over time, people seperate the message from the messenger |
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Source likability |
Similarity and physical attractivness. We are more likely to listen to people we connect too |
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Halo Effect |
the assumption that because people have on desirable trait they also possess many other desirable traits |
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Central route ( systematic processing) |
The route to persuasion that involves careful and thoughtful consideration of the content of the message ( conscious processing). FACTUAL |
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Peripheral route ( heuristic processing) |
The route of persuasion that involves simple cue, such as attractiveness of the sources ( automatic processing ) EMOTION |
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personal relevance |
degree to which people expect an issue to have significant consequences for their own lives |
