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Flashcards in Sequential Persuasion Deck (21)
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1
Q

Pregiving Cialdini 1994

A

Doing a favour for someone then asking them for a favour at a later date

2
Q

Foot in the door

A

Small request followed by second larger request

3
Q

Self perception theory

A

concerned with attitudes and behaviours - people look at how they behave and learn about themselves

4
Q

Foot in the door works best when…

A

initial request not too large
is related to pro-social causes
no external inducements

5
Q

Does foot in the door need to be the same person to b effective?

A

No

6
Q

Regan 1971

A

Coca Cola pregiving (raffle tickets to build gym)

7
Q

Church 1993

A

including $5 with mailed questionnaire

8
Q

George et al 1988

A

Study of women accepting drinks (more sexually available)

9
Q

Groves et al 1992

A

pregiving must be seen as a favour

10
Q

foot in the door works because

A

we see ourselves as altruistic after agreeing to do the smaller request so agree to the second

11
Q

Foot in the mouth

A

fund raising - ask someone how they are feeling to get them talking to you (Howard 1990)

12
Q

Door in the face

A

start with larger request then follow with smaller one

13
Q

door in the face works because…

A

perceptual contrast effect, reciprocal concession (Cialdini 1994) if someone makes a concession we feel obliged to comply
Pendleton and Batson 1979 ‘self presentation’

14
Q

when does door in the face work

A

first request not too large, not too small
pro-social causes
brief time-gap between between the two requests
exchange oriented people (concerned with what they owe people/what people owe them

15
Q

That’s not all

A

Describe something as EXTRA FREE rather than including it in the cost

16
Q

why does that’s not all work

A

Norm of reciprocity - feel obliged to buy because of concession
perceptual contrast - £2.50 with EXTRA FREE looks better than £1.25 for magazine and £1.25 for nail varnish

17
Q

Lowball

A

Original offer looks too good to be true and it is. (additional extras) Cialdini et al

18
Q

why does lowballing work

A

cognitive commitment

unfulfilled obligation

19
Q

Bait and Switch

A

offer something then take it away and offer something else more expensive/less desirable

20
Q

why does bait and switch work

A

cognitive commitment

unfulfilled obligation

21
Q

Fear then relief

A

Scare someone with the thought of something bad then relieve them with the thing you have to offer (perspective)