Test 3 Interpersonal Influence Flashcards Preview

Comm 318 > Test 3 Interpersonal Influence > Flashcards

Flashcards in Test 3 Interpersonal Influence Deck (24)
Loading flashcards...
1

what is compliance gaining

-persuasion, focus on changing attitudes to change behaviors
-compliance-gaining, attempt to induce behavior, regardless of person attitude

2

what are the 6 Pillars of Interpersonal Influence

1. Reciprocity
2. Commitment & Consistency
3. Social Proof
4. Liking
5. Authority
6. Scarcity

3

explain reciprocity

-First Pillar of Interpersonal Influence
-Gouldner's "norm of reciprocity"
-must give back what we take

in action: the free sample

4

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

5

what is a possible operating mechanism for commitment and consistency

dissonance, impression management, etc

6

what is a possible operating mechanism for reciprocity

guilt

7

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

8

what is a possible operating mechanism in social proof

social norms

9

explain liking

-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

10

what is a possible operating mechanism in liking

liking

11

explain authority

-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

12

what is a possible operating mechanism in authority

power

13

explain scarcity

-rule of few
-opportunities seem more valuable when they are less available

in action: beanie babies

14

what is a possible operating mechanism in scarcity

reactance
-scarcity represent a lost/threatened freedom

15

what are the 5 sequential request techniques

-foot-in-the-door (FITD)
-door-in-the-face (DITF)
-lowball procedure
-disrupt-then-reframe
-that's not all

16

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?"

17

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?"

18

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)

19

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

20

explain the that's not all sequential request technique

-Burger
-additional "reward" for complying
-theory: reciprocity; perpetual contrast
EX. "an that's not all.."

21

what are the 3 non-sequential request techniques

-"even a penny will help"
-pique technique
-altercasting

22

explain the "even a penny will help" non sequential request techniques

-Cialdini & Schroder
-legitimizes paltry (small) contributions
-theory: commitment & consistency

23

explain the pique technique non sequential request techniques

-Santos, Leve, & Pratkanis
-theory: disrupt script for refusal
EX. "can you spare 17 cents?"

24

explain altercasting non sequential request techniques

-Weinstein and Deutschberger
-Project an individual (the target) into a particular role that is consistent w/ one's goals
-theory: social roles
EX "a good person would..."