September 13

September 13 - b. Reciprocal concessions = we feel...

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September 13 III. Degree of right and wrong, the ambiguity of ethical codes, and common perspectives lead to ethically suspect tactics. A. Undercover or stealth marketing: Persuader appears to be a friendly, disinterested party. B. Strategies designed to create psychological discomfort (dissonance). a. The rule of reciprocation = we feel obligated to repay in kind. i. (Get a free coke and then asked to buy more expensive tix) ii. Do not have to like the requester. iii. If you do not contribute, you have internal discomfort
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Unformatted text preview: b. Reciprocal concessions = we feel obligated to make a concession when someone makes one. i. Labor-management negotiations C. Psycho-manipulative strategies a. Standard/learned principles that automatically guide actions and decisions. i. Std. Learned principles: 1. If it’s expensive, it’s good 2. You get what you pay for 3. Sales save us money ii. Contrast Principle = if a second item is fairly different from the first, it seems more different than it actually is. iii....
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This note was uploaded on 04/22/2008 for the course COM 318 taught by Professor Stewart during the Spring '07 term at Purdue.

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