Flashcards in Test 3 Interpersonal Influence Deck (24)
what is compliance gaining
-persuasion, focus on changing attitudes to change behaviors
-compliance-gaining, attempt to induce behavior, regardless of person attitude
what are the 6 Pillars of Interpersonal Influence
2. Commitment & Consistency
3. Social Proof
-First Pillar of Interpersonal Influence
-Gouldner's "norm of reciprocity"
-must give back what we take
in action: the free sample
explain commitment and consistency
-Second Pillar of Interpersonal Influence
-once we make choice/take stance will encounter personal/interpersonal pressure to behave consistent w/ commitment.
-consistency key: allow predict our behavior, behavior of others
in action: hazing
what is a possible operating mechanism for commitment and consistency
dissonance, impression management, etc
what is a possible operating mechanism for reciprocity
explain social proof
-Third Pillar of Interpersonal Influence
-we view behavior as correct in given situation to the degree that we see others performing it
-esp important in high-uncertainty situation
in action: 50,000 Americans can't be wrong
what is a possible operating mechanism in social proof
-Fourth Pillar of Interpersonal Influence
-most prefer to say yes to request of ppl we know/like
-attractiveness, similarity, compliments, and familiarity foster liking
in action: tupperware party
what is a possible operating mechanism in liking
-Fifth Pillar of Interpersonal Influence
-trained from birth to believe obedience to proper authority is right, disobedience wrong
-response to authority is adaptive (at some level)
-practical advantages of complying w/ those ppl who had power over us
-authority can be counterfeited (titles, clothes, trappings)
in action: security guard
what is a possible operating mechanism in authority
-rule of few
-opportunities seem more valuable when they are less available
in action: beanie babies
what is a possible operating mechanism in scarcity
-scarcity represent a lost/threatened freedom
what are the 5 sequential request techniques
-that's not all
explain the foot-in-the-door (FITD) sequential request technique
-Freedman and Fraser
-small request, followed by moderate/large request
-theory: self-perception, commitment
EX. "what is the time? could you also spare a few dollars?"
explain the door-in-the-face (DITF) sequential request technique
-Cialdini et al.
-large request, followed by moderate/small request
-theory: reciprocal connessions; guilt, perceptual contrast.
EX. "would you be willing to donate $1,000? could you donate $10?"
explain the lowball procedure sequential request technique
-Cialdini et al.
-gain commitment and slowly raise cost of compliance, changing the deal
-theory: commitment and consistency
EX. after agree buy car for $x, change made to deal (ie. service fees/manager says lower price not available)
explain the disrupt-then-reframe sequential request technique
-Davis & Knowles
-create confusion to disrupt resistance, use non sequiters, state request in peculiar way
-theory: disrupts refusal script, decrease counterarguing.
EX. its only 300 pennies, thats 3 dollars! it's a bargain
explain the that's not all sequential request technique
-additional "reward" for complying
-theory: reciprocity; perpetual contrast
EX. "an that's not all.."
what are the 3 non-sequential request techniques
-"even a penny will help"
explain the "even a penny will help" non sequential request techniques
-Cialdini & Schroder
-legitimizes paltry (small) contributions
-theory: commitment & consistency
explain the pique technique non sequential request techniques
-Santos, Leve, & Pratkanis
-theory: disrupt script for refusal
EX. "can you spare 17 cents?"