Session 20: Persuasion

Question 1

What are the five behavioral Compliance Techniques?

Answer 1

1. Creating Emotional Connections: Anthropomorphism
2. The Consistency and Commitment Principle
3. The Reciprocity Principle
4. Social Validation Principle
5. The Scarcity Principle

Question 2

Anthropomorphism

Answer 2

Our tendency to describe animals or living objects using human characteristics

Question 3

For the commitment and consistency principle, what increases its influence?

Answer 3

1. Publicity of commitment
2. Active commitment - sign treaty, vows, etc.
3. Effort of commitment: hazing, induction rituals

Question 4

What are some examples of the commitment and consistency principle?

Answer 4

1. Dunkin Donuts Halloween Instagram contest
2. Debt blogging
3. St. Regis Punta Mita Resort

Question 5

What is the Foot-in-the-Door Technique

Answer 5

Start small and build; must be similar tasks

Question 6

What is the example of the foot in the door technique with safe driving?

Answer 6

1. First asked people to put a sticker on their windows “be a safe driver”
2. Then asked to put a big lawn sign saying “Please drive carefully. Children at play”

Question 7

Does it matter if the foot in the door technique requests similar/dissimilar tasks

Answer 7

Yes, it matters

Question 8

What is the Reciprocity Principle?

Answer 8

If someone does you a favor, you feel obligated to return in kind.

We feel compelled to return favors, gifts, etc.

Question 9

What is the Door-in-the-Face Technique

Answer 9

Following up a large, unreasonable request with a smaller, more sensible request improves behavioral compliance