Lectures Flashcards
1
Q
The tri partite model
A
- Affect (feelings towards something)
- Cognition (beliefs about something)
- Behaviour (behave toward it)
2
Q
Principle of compatibility (fishbein)
A
- Action
- Target
- Context
- Time
3
Q
Chain of persuasion:
THINK Eagles catch young rabbits always
A
- Exposure
- Comprehension
- Yielding
- Retention
- Action
4
Q
Cialdinis 6 principles of compliance
A
5
Q
Bait and switch
A
Lured in with a great deal, no longer available, buy cheap one
6
Q
Low balling
A
Terms change but you’ve already committed
7
Q
Foot in door and door in foot
A
Foot in door: small offer turns into bigger
Opposite for other
8
Q
Non verbal percentage
A
60-66
9
Q
Deindividuation theory
A
May lose self awareness so do stupid things
10
Q
A
